Overcoming fears when following up with prospects

Two simple strategies for overcoming fears when following up with prospects

Fabienne Fredrickson
November 4, 2013

follow-up-callsDo you hesitate to follow up with people you met who expressed interest in working with you? Some clients tell me they have a variety of fears about making those calls:

  • People might not remember who I am
  • Maybe people don’t want to hear from me
  • I might be bothering people

These concerns cause procrastination and hold you back from contacting prospects who are “low hanging fruit” or most likely to become clients. The following suggestions will help you create new habits to get past the fears and make it easier to contact people.

1. Book time in your calendar for follow up calls.
Next time you plan to go to a networking event or a conference, put the date on your calendar. Then block out an hour or two on your calendar the next day to make those follow up calls when people will easily remember you.

So, for example, if you attend an event on Thursday night, block time out Friday morning to make those calls. You can also share resources with people and hand write notes, send emails or whatever you promised or makes the most sense for each individual.

You are simply creating a new habit that will help you capture so many more leads, have more clients and make more money.

2. Shift your thinking about follow up calls
This is the mindset piece that can make a difference about how you approach this task. Don’t focus on selling or the money you might make. Instead, see this call as being of service. Put your attention on the client who expressed a desire for the solution you offer and working with you. That way you are coming from a place of offering to help.

When you are of service, you don’t have to worry so much about closing the sale. You’re just there to support them, provide a solution and give them answers to the biggest problems they have. When you come from this place, people close themselves.

You can say something like, “I was thinking about you the other day and remembered that when we spoke three months ago, you were having a hard time with (insert problem here). How are you doing with that?” Just start a conversation and you come from a place of caring. You have the solution these people are looking for. See the shift in mindset?

Your Client Attraction Assignment
If you have a list of people that need contacting, mark time in your calendar to make some follow up calls. Get in the mindset that you are simply starting a conversation to see how people are doing. You’re being of service. The more calls you make, the more comfortable you’ll feel doing this. Then start that habit of booking follow up time the day after events so you can talk to the new people you meet right away while everything is still fresh in both of your minds.

Now, if you’re just starting out and trying to fill your practice in the FIRST place, then follow a step-by-step system that feels easy and authentic to you. The Client Attraction  System® gives you the most important things to do to set up simple, solid systems, so that you consistently fill your pipeline and continually get new clients. It’s all step-by-step, not a big mishmash of things. So, you do step one of the system, and when you’re done with that, you move on to step two, and so on. All the tools, scripts, templates, and examples are handed to you on a silver platter. Easy. You can get it at TheClientAttractionSystem.com.

  • This couldn’t have come at a better time, Fabienne. I do have the time blocked off in my calendar for following up, but was just telling my accountability buddy that I need to come up with specific follow up actions for the folks on my LHF list. Thanks for the tips, and particularly for the script.

    • You’re very welcome Jackie, glad you find it helpful in continuing to move forward!

  • Torfaen Websites

    This is a great blog and highlights the best tips, keeping things simple. Care for the customer is always appreciated.

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