A two-step magic formula for excellent follow up with

prospects

Following up with people who express an interest in

your services can make a tremendous difference in

your bottom line. I call these prospects “low-hanging

fruit”. That’s because they have already shown some

interest in what you do which makes them more

valuable to your business than others who haven’t.

Makes sense right?

So, you want to follow up with these inquiries and

stay in touch. But how you do this is very important

because you don’t want them to feel pressured. You don’t want to bug them or follow up

unnecessarily. For example, you don’t want to contact a person every two weeks, asking, “Are

you ready? Are you ready?” No one wants that.

Mostly, follow up depends on the person. I’ve been asked this for more than 10 years and I

know that some entrepreneurs want a system to handle these strong prospects. That’s why I

recommend checking in using a variety of methods.

1. Invite prospects to have a get acquainted conversation. After the two of you speak, if she or

he doesn’t make the decision to work with you, ask when the right time is to follow up. I call

this “book-ending” which gives you permission to call back and check in.

2. Put prospects who don’t sign up during the initial get acquainted session on your “low-

hanging fruit” list to be contacted periodically in the future in any of the following ways:

• Send prospects a “just checking in” email once a quarter to remind them you are there

when they are ready.

• Invite them to other talks or free teleclasses you are offering so they can get to know

you better.

• Add prospects to your “warm letter” campaign sharing business updates, testimonials

and success stories from happy clients.

• Send an occasional note via snail mail with an article the person might be interested in.

This is a great way to connect on a personal level.

The key to excellent follow up is that your tactics need to be soft and non-pressuring. You

don’t want prospects to feel like they are in a “system”. You want the process to feel more

organic and provide gentle reminders that you are there when they are ready.

Your Client Attraction Assignment

How is your follow up going? If you want to make the process more systematic, then select the

methods you will use and be consistent. Just know that sometimes the process needs to be

flexible to maintain a no-pressure approach.

Fabienne Fredrickson, The Client Attraction Mentor, is founder of the Client Attraction System,

the proven step-by-step program that shows you exactly how to attract more clients, in record

time...guaranteed. To get your F.R.E.E. Audio CD by mail and receive her weekly marketing &

success mindset articles on attracting more high-paying clients and dramatically increasing your

income, visit http://attractclients.com