Include Follow up Calls in your Client Care Systems.

Have you ever said yes to participating in something, then waited for the call that never came?

Too often I've heard clients tell me they don't do follow up calls because they don't want to pressure someone into doing something. They don't want to hard sell.

So don't.  Don't call as if the potential client is on the other side of a fence. Don't call with a sales pitch. Call with an offer. When we "pitch" something, we're in the act of throwing our product or service. When we make an "offer" our palm is out and they can choose to pick up our gift.

Sit with that a minute. Feel the difference. 

Then, remind them of the earlier conversation where they expressed interest, then let them talk. Listen. If they are still interested, they will let you know. Be curious, ask questions. Breathe. Be in the moment with them, not racing ahead to the sale. After really listening you'll know when it's time to let them know you're now offering the service or product they are interested in. Don't get off the phone without offering something. Even if it's another follow up call.

If you never make this call, you've let them down in the same way you've been let down by other people who failed to call you. Make this step part of everything you do with your clients, or potential clients.

It may be hard the first few times. Some people might ask you to not call back. That's okay. There are billions of people on this planet. You only need a few to say yes.