November 13, 2025 • 21 mins
Let’s be honest—follow-up can feel awkward, pushy, or downright overwhelming. But what if it didn’t have to?
In this episode of Amplify Your Marketing Message, Christine shares a refreshingly human approach to follow-up that’s rooted in connection, clarity, and consistency. Whether you’re nurturing warm leads or re-engaging someone who ghosted you months ago, these five simple steps will help you stay visible, build trust, and create momentum—without the pressure.
What you’ll learn:
Why 65–75% of potential clients don’t say yes on the first offer—and why that’s not the end
How to follow up in a way that feels natural, not nagging
The role your CRM plays in keeping things organized and stress-free
Five easy-to-implement strategies that spark engagement and build credibility
If you’ve ever hesitated to send that second message or wondered if you’re “bugging” someone—this episode will shift your mindset and give you tools to follow up with confidence.
🎧 Listen now, save it for later, and start implementing today—because your next client is closer than you think.
CLEAR Acceleration Inc. Create Your Client Growth Engine https://www.christinecampbellrapin.com
Request your free 10-minute training resource on how to master your marketing message to create more impact and income in your business on the podcast page.
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:01):
You and I both heard this phrasea million times.
The fortune is in the follow up,and it's more than just a catchy
phrase that the entrepreneurial community likes to bat around or
that you would find on a coffee mug sitting on any
entrepreneur's desk. The truth is, it's more than
(00:24):
words. It's truth.
On average, consumers need to bewooed and that wooing is way
longer than you likely are doingand it's costing you big bucks.
(00:46):
The fortune is in the follow up because it takes 7 to 20 touch
points before someone has made an assertation that you're
trustworthy, that you know what you're doing, that you're
likable and credible. And I feel safe investing in
(01:06):
your programs and services. And that's why in our programs
we spend so much time getting clear and building a road map
that moves somebody from curiousto paid client.
It isn't the tactic that is the problem.
It's true that follow up works, but you have to have a system of
(01:27):
follow up if you want predictable and repeatable
results. And so today on Amplifier
Marketing Message, I want to talk about the steps, the actual
brass tacks of how to nurture a prospect and five specific ways
that you can execute that followup that will create better
(01:48):
results. We just wrapped up one of our
favorite programs in our business.
It's called the 30 day client enrollment lead Sprint.
And for the group that went through, I heard one universal
comment in every piece of clientfeedback we received.
I've got to do way more follow up.
(02:11):
I have low hanging fruit in my business.
I was not pursuing because I wastrying to find a new lead
instead of following up with what I already had.
And that by simply following some of the day-to-day tactics
that we share in that program, people made cash, lots of it.
(02:31):
And so we know it works. And that's the other thing that
is so ironic. You have heard this expression a
million times and twice on Sunday.
Because it works and yet we don't work.
What works? We're distracted by trying to
find something that doesn't workand then contort ourselves into
I can make it work. And then when it doesn't, we get
(02:53):
distracted, frustrated and go find another shiny object.
Stop it. This is an episode you save,
this is an episode you re listento, and this is 1 where you get
down to business because your next client is, chances are
already in your ecosystem and possibly even already received
(03:14):
an offer. And I'm just going to share with
you my perspective for a minute before I jump into these five
things. I'm going to tell you how to do,
what to do, and when to do them.I have created a lot of sales
success in my career, both as anemployee, as a business owner,
and as a mentor to other business owners, building client
(03:38):
growth consistently. That's true, but even no matter
how many sales courses I've taken or various times I've
applied myself, we all struggle with consistency in follow up.
We all lose out great opportunities to support new
(04:01):
clients because of our lack of follow up.
And here's the numbers. A great salesperson and I
believe I'm on that high end of great.
We would still only close 25 to 35% of our clients the first
offer we make. That means that the vast
(04:25):
majority don't say yes and the vast majority of money is still
there because the person who asked for an offer has two
choices. You've heard this here before on
Amplify Your Marketing Message, but if you're new, this one's a
good one. Make sure you think about this
every day, every time you make an offer.
It's a decision making moment. People can decide to keep their
(04:47):
problem or they can solve their problem.
And if the offer doesn't reach aconclusion, which is I'm going
to solve the problem, there is aknown truth at the table.
I've chosen to keep it and that decision might be revisited.
And anytime it's revisited, I want to be at the table to
(05:08):
invite them towards my solution.And that only happens if I stay
in the follow up. And I've had many, many clients
come to us. Sometimes it's only a few weeks
and sometimes it is years later and saying I'm now ready and
I've been watching from the sidelines and I've been nurtured
(05:29):
and I still really trust you. I know I was gonna hire you.
Today's the day we're going. And I'm like, giddy up.
Let's do this. So here is where we start.
The first thing is that momentummust be initiated by you
intentionally inviting people totake a step.
(05:52):
So the first thing to do is to always plan and make a next step
before we lose the opportunity to do that.
And I'm suggesting here, the simplest way to do that is book
the next step, book the next call, book the next experience
(06:17):
in the moment where the offer ismade because it gives you
another touch point that's already built in and you have a
reason to keep the dialogue happening.
And so when we are running our day-to-day businesses, I run
into CRM, I coach people to create and run successful
(06:38):
businesses by using a CR. And if you're thinking, what the
hell, you just use an acronym, back it up.
Christine, A customer relationship management is a CRM
tool. It is a simple way to track and
measure and move things by documenting a sequence of steps.
(06:59):
And so in CRM, our system that we will use and train and
support other clients in is always to document what is your
next step, what will you do intentionally and what have you
booked and committed with the person who is your lead.
(07:20):
And that next step should fall into an assessment of urgency.
And this is just your opinion. There's no right or wrong answer
here. I like to keep things simple.
I think of this as green light, amber light, red light or slow
middle fast, and depending on urgency, we should take that
(07:42):
step more quickly or more slowlybased on our assessment of
what's going on to date. So the first way to keep
nurturing happening is to already have a committed next
step. Book the meeting.
In the meeting, make sure you know what the purpose is of that
next step so that you have a clear, easy way to engage and
(08:03):
you get agreement to keep the conversation going.
OK, that's really simple. Step number one.
Step number 2 is to send a recapof your current conversation.
So if you've made an offer, absolutely you should be
recapping what it is, and that means you should lead this with
(08:24):
an assessment. I understood your goals to be XY
and ZI understood your challengeto be the following.
And your goal when you leave that way is to establish common
ground that I listened because nobody gets hired if they don't
(08:44):
listen. And I understand your
perspective. It also gives you a moment to
fine tune if there is any misalignment in that initial
assessment because if you don't assess correctly, you diminish
the chances that this will get to yes.
(09:05):
And we're people, so there's always a potential we need to
fine tune it. But I will tell you, I have had
people come back and hire me years later because they say the
follow up assessment you had sent me blew me away.
A conversation that I thought was pretty casual, had a real
clear understanding of my gap, atruthful respect for what the
(09:27):
challenge is, and an invitation that I was able to pick up or
defer as was right for me, the person on the receiving end.
So you should recap. And when you recap, I always
coach my client. So this is a client experience
that you're getting right here on this podcast.
I say recap the goals, the challenge, your recommendation
(09:51):
and why you believe this is smart money and you state the
investment and clear simple, direct next steps to move
forward. So your tag teaming the first
piece and the second piece and that's how momentum can be speed
up. So take the time to not just
(10:13):
wallow if you didn't get to yes and forget that an offer didn't
go your way, but to really recognize we're in a not yet
scenario and I can still be persuasive with a recap e-mail.
You should. That's practice here.
Keep a copy of this in your CRM or in your files because you
(10:34):
always want to be able to go back to exactly what was talked
about, exactly what was going onbecause it gives you a place to
step into another conversation saying when we last spoke, the
goals were X. The challenge was this.
I want to know have you solved the problem or has anything
materially changed since then that we should revisit so that I
(10:55):
can make a recommendation? Because I really am wanting you
to solve that. And I might be able to bring
some of my expertise, my experience to the table to get
you there faster with better support on the outcome.
The third piece of intentional reach out that I would encourage
you to to always is to share a resource.
(11:18):
This helps people know, First off, they're top of mind to help
them at a safe distance while you're building trust.
And if you are listening well and you give a highly valued
resource, you raise your credibility in the eye of the
(11:38):
potential buyer. So you should keep good notes in
your CRM about what their challenges were so that you know
what would be a great resource. And that resource can be
anything. It could be an article, it could
be an introduction, it could be an invitation to an event, it
could be anything. You're building equity, trust,
(12:01):
and credibility by showing how you show up as a service
provider. 4th suggestion I like to use is to create a sense of
urgency. And I don't mean false urgency
here. I'm not at all advocating for
(12:22):
bro heavy-handed scarcity led urgency.
I'm talking about urgency as an understanding of the cost and
consequences for the buyer to delay not solving the problem.
So for me, what this could oftenlook like is when I'm in a
(12:43):
conversation with somebody and Iunderstand their goals and I
understand their challenges, andI understand the gains to be had
by not forgetting to solve this or not prioritizing to solve
this, I can communicate a sense of urgency and that can be as
simple as this. Let me give you an example.
If for every client you bring into your business, you're
(13:07):
selling an offer that is $3000 for every month that you don't
solve this. Assuming you need one client per
month to make your business goals, which is some people's
reality. For every month you don't solve
this, it costs you $3000. So if any of our programs or
(13:32):
have an investment level less than $3000, yes, while you're
spending $2000, you're gaining the net difference.
So let me give you some math because I don't want you to get
lost in this. So if a client comes to you and
you sign them as a client, it gains $3000 of income revenue
(13:54):
and our program will talk about the current pricing of our
client enrollment Lead Sprint is$500.
So you spend $500 to go for 30 days in a program with us where
every day I'm going to help you find a lead.
If you find a lead that leads tothat client, you gain $3000 for
the cost of 500. The benefit is $2500.
(14:18):
You are $2500 ahead because you invested $500.
So that's a smart money decision.
So I'll ask you in an offer, howmany months do you want to delay
having $2500 in your pocket? One month, two months equal to
(14:41):
5003, months equal to 7500. At what point does the break
happen? It's crazy not to solve this and
the relative cost has such a huge gain.
It's worth investing in because it's smart money that creates
urgency. Understanding the lens in which
(15:02):
the buyer has communicated. Not me saying artificially we'll
never run this program again unless that is in fact true.
But we run our lead Sprint all the time.
We run it multiple times a year and you can step in at anytime.
But delaying stepping in costs you more than the investment to
get started. So if you're thinking holy Dina,
(15:24):
I need that, come find us. Christine Campbell rapping.com.
Check on the Work with Me tab and you will find details and
can enroll in our 30 day Lead Sprint.
The next one will be detailed onthe website.
The fifth way that I want you tofollow up and create engagement
to build momentum with a prospect is to stay visible.
(15:48):
That means you want to be intentionally engaging in their
content, posting about your own content.
You want to be sharing in a language that builds on the
momentum of the most recent conversations because chances
(16:08):
are, while they may not have gotto, yes, they're still watching.
And I have a really good exampleof this in our own business that
I'd like to share with you. So I have a potential client
that I have known for now at least two years.
I have made them two separate offers for our group program.
(16:31):
They did not go forward with either, instead prioritizing
investing in other training thatthey had been eyeing up.
The training is great, it provided them more knowledge,
but it still left a gap with thefact they are not selling that
knowledge and not commercializing their skill set,
(16:52):
which is what we help people specifically solve.
I stayed visible, we're connected on social media, I'm
celebrating and engaging on their life and what they're
doing, and I stayed top of mind as my business has evolved and
as we've shared content. They are in the background and I
(17:17):
gave them permission to anytime step back into a conversation if
they need support solving the gap I know still existed six
weeks ago. I got an e-mail on the weekend.
Christine, I've been really watching who you're playing
with. I had a great experience in this
course and I have a truth to share.
(17:42):
While I have learned more knowledge, I'm still not
commercializing on my training and so I want to step in to
another conversation about your programs and services.
Where do we start that conversation?
Because now while I am further along my timeline, I'm also
unfortunately more cash strappedthan I was last time.
(18:04):
We had the conversation and I have a reason now to engage and
I've made them a proposal and a recommendation on how they could
start. This came possible because I
stayed visible. I was engaging, posting curated
content that still targeted their need, and I gave them away
(18:25):
to easily step back in and reignite a new conversation
based on our current circumstances.
So the reason you've been told the devil and the winning comes
in the follow up is because it'strue.
And I don't want you to wander in the wilderness anymore
because ineffective follow up iswhat you probably do and see all
(18:51):
over the place. Hey, I'm just following up.
Hey, I'm wondering why you haven't responded.
Hey, did this get lost in your inbox?
All of those things I don't advocate for.
I advocate for these five. Book the call in the meeting so
you always have a next step. Send a recap in showing goals,
(19:13):
challenges that you listened andunderstood and you have an
opinion about what steps to takeand show them how to share a
resource that is specific to where they're at.
Shows your trust and credibility.
Create urgency by understanding what it costs them, not what it
costs you. And 5th stay visible.
(19:36):
These are 5 simple steps that you can repeat in any sequence
over and over again. And I will tell you, do not give
up until somebody has said, yes,I've solved the problem to my
satisfaction. It is heartbreaking when
someone, you know, you could serve by somebody else because
somebody else followed up. And I see it and on occasion
(20:00):
even experience it in our own business.
And it always reminds me that's another lesson that we cannot
lose sight of the follow up. And what makes our follow up
better, more effective and more efficient is we're disciplined
about using a CRM. We're disciplined about tracking
(20:20):
what's going on because. Truthfully, once you reach a
certain level, you no longer really need more leads.
You need to work the leads you have better and that's what we
do and that's what we help people do.
I hope this has been super effective.
Save this episode, come back to this episode and anytime you
(20:41):
feel lost and wondering how do Ido that?
Remember this. One of the best piece of advice
is I was given by a salesman to remind many years ago was a
belief that people can solve their problem or keep the
problem and until they've solvedit to their satisfaction,
they're always a potential client for you to serve.
Don't lose hope, stay the course.
(21:02):
That's where you'll make big impact and solve somebody's
problem. Be back here next week.
We'll see you on Amplify Your marketing message next week.
You and I both heard this phrasea million times.
The fortune is in the follow up,and it's more than just a catchy
phrase that the entrepreneurial community likes to bat around or
that you would find on a coffee mug sitting on any
entrepreneur's desk. The truth is, it's more than
(00:24):
words. It's truth.
On average, consumers need to bewooed and that wooing is way
longer than you likely are doingand it's costing you big bucks.
(00:46):
The fortune is in the follow up because it takes 7 to 20 touch
points before someone has made an assertation that you're
trustworthy, that you know what you're doing, that you're
likable and credible. And I feel safe investing in
(01:06):
your programs and services. And that's why in our programs
we spend so much time getting clear and building a road map
that moves somebody from curiousto paid client.
It isn't the tactic that is the problem.
It's true that follow up works, but you have to have a system of
(01:27):
follow up if you want predictable and repeatable
results. And so today on Amplifier
Marketing Message, I want to talk about the steps, the actual
brass tacks of how to nurture a prospect and five specific ways
that you can execute that followup that will create better
(01:48):
results. We just wrapped up one of our
favorite programs in our business.
It's called the 30 day client enrollment lead Sprint.
And for the group that went through, I heard one universal
comment in every piece of clientfeedback we received.
I've got to do way more follow up.
(02:11):
I have low hanging fruit in my business.
I was not pursuing because I wastrying to find a new lead
instead of following up with what I already had.
And that by simply following some of the day-to-day tactics
that we share in that program, people made cash, lots of it.
(02:31):
And so we know it works. And that's the other thing that
is so ironic. You have heard this expression a
million times and twice on Sunday.
Because it works and yet we don't work.
What works? We're distracted by trying to
find something that doesn't workand then contort ourselves into
I can make it work. And then when it doesn't, we get
(02:53):
distracted, frustrated and go find another shiny object.
Stop it. This is an episode you save,
this is an episode you re listento, and this is 1 where you get
down to business because your next client is, chances are
already in your ecosystem and possibly even already received
(03:14):
an offer. And I'm just going to share with
you my perspective for a minute before I jump into these five
things. I'm going to tell you how to do,
what to do, and when to do them.I have created a lot of sales
success in my career, both as anemployee, as a business owner,
and as a mentor to other business owners, building client
(03:38):
growth consistently. That's true, but even no matter
how many sales courses I've taken or various times I've
applied myself, we all struggle with consistency in follow up.
We all lose out great opportunities to support new
(04:01):
clients because of our lack of follow up.
And here's the numbers. A great salesperson and I
believe I'm on that high end of great.
We would still only close 25 to 35% of our clients the first
offer we make. That means that the vast
(04:25):
majority don't say yes and the vast majority of money is still
there because the person who asked for an offer has two
choices. You've heard this here before on
Amplify Your Marketing Message, but if you're new, this one's a
good one. Make sure you think about this
every day, every time you make an offer.
It's a decision making moment. People can decide to keep their
(04:47):
problem or they can solve their problem.
And if the offer doesn't reach aconclusion, which is I'm going
to solve the problem, there is aknown truth at the table.
I've chosen to keep it and that decision might be revisited.
And anytime it's revisited, I want to be at the table to
(05:08):
invite them towards my solution.And that only happens if I stay
in the follow up. And I've had many, many clients
come to us. Sometimes it's only a few weeks
and sometimes it is years later and saying I'm now ready and
I've been watching from the sidelines and I've been nurtured
(05:29):
and I still really trust you. I know I was gonna hire you.
Today's the day we're going. And I'm like, giddy up.
Let's do this. So here is where we start.
The first thing is that momentummust be initiated by you
intentionally inviting people totake a step.
(05:52):
So the first thing to do is to always plan and make a next step
before we lose the opportunity to do that.
And I'm suggesting here, the simplest way to do that is book
the next step, book the next call, book the next experience
(06:17):
in the moment where the offer ismade because it gives you
another touch point that's already built in and you have a
reason to keep the dialogue happening.
And so when we are running our day-to-day businesses, I run
into CRM, I coach people to create and run successful
(06:38):
businesses by using a CR. And if you're thinking, what the
hell, you just use an acronym, back it up.
Christine, A customer relationship management is a CRM
tool. It is a simple way to track and
measure and move things by documenting a sequence of steps.
(06:59):
And so in CRM, our system that we will use and train and
support other clients in is always to document what is your
next step, what will you do intentionally and what have you
booked and committed with the person who is your lead.
(07:20):
And that next step should fall into an assessment of urgency.
And this is just your opinion. There's no right or wrong answer
here. I like to keep things simple.
I think of this as green light, amber light, red light or slow
middle fast, and depending on urgency, we should take that
(07:42):
step more quickly or more slowlybased on our assessment of
what's going on to date. So the first way to keep
nurturing happening is to already have a committed next
step. Book the meeting.
In the meeting, make sure you know what the purpose is of that
next step so that you have a clear, easy way to engage and
(08:03):
you get agreement to keep the conversation going.
OK, that's really simple. Step number one.
Step number 2 is to send a recapof your current conversation.
So if you've made an offer, absolutely you should be
recapping what it is, and that means you should lead this with
(08:24):
an assessment. I understood your goals to be XY
and ZI understood your challengeto be the following.
And your goal when you leave that way is to establish common
ground that I listened because nobody gets hired if they don't
(08:44):
listen. And I understand your
perspective. It also gives you a moment to
fine tune if there is any misalignment in that initial
assessment because if you don't assess correctly, you diminish
the chances that this will get to yes.
(09:05):
And we're people, so there's always a potential we need to
fine tune it. But I will tell you, I have had
people come back and hire me years later because they say the
follow up assessment you had sent me blew me away.
A conversation that I thought was pretty casual, had a real
clear understanding of my gap, atruthful respect for what the
(09:27):
challenge is, and an invitation that I was able to pick up or
defer as was right for me, the person on the receiving end.
So you should recap. And when you recap, I always
coach my client. So this is a client experience
that you're getting right here on this podcast.
I say recap the goals, the challenge, your recommendation
(09:51):
and why you believe this is smart money and you state the
investment and clear simple, direct next steps to move
forward. So your tag teaming the first
piece and the second piece and that's how momentum can be speed
up. So take the time to not just
(10:13):
wallow if you didn't get to yes and forget that an offer didn't
go your way, but to really recognize we're in a not yet
scenario and I can still be persuasive with a recap e-mail.
You should. That's practice here.
Keep a copy of this in your CRM or in your files because you
(10:34):
always want to be able to go back to exactly what was talked
about, exactly what was going onbecause it gives you a place to
step into another conversation saying when we last spoke, the
goals were X. The challenge was this.
I want to know have you solved the problem or has anything
materially changed since then that we should revisit so that I
(10:55):
can make a recommendation? Because I really am wanting you
to solve that. And I might be able to bring
some of my expertise, my experience to the table to get
you there faster with better support on the outcome.
The third piece of intentional reach out that I would encourage
you to to always is to share a resource.
(11:18):
This helps people know, First off, they're top of mind to help
them at a safe distance while you're building trust.
And if you are listening well and you give a highly valued
resource, you raise your credibility in the eye of the
(11:38):
potential buyer. So you should keep good notes in
your CRM about what their challenges were so that you know
what would be a great resource. And that resource can be
anything. It could be an article, it could
be an introduction, it could be an invitation to an event, it
could be anything. You're building equity, trust,
(12:01):
and credibility by showing how you show up as a service
provider. 4th suggestion I like to use is to create a sense of
urgency. And I don't mean false urgency
here. I'm not at all advocating for
(12:22):
bro heavy-handed scarcity led urgency.
I'm talking about urgency as an understanding of the cost and
consequences for the buyer to delay not solving the problem.
So for me, what this could oftenlook like is when I'm in a
(12:43):
conversation with somebody and Iunderstand their goals and I
understand their challenges, andI understand the gains to be had
by not forgetting to solve this or not prioritizing to solve
this, I can communicate a sense of urgency and that can be as
simple as this. Let me give you an example.
If for every client you bring into your business, you're
(13:07):
selling an offer that is $3000 for every month that you don't
solve this. Assuming you need one client per
month to make your business goals, which is some people's
reality. For every month you don't solve
this, it costs you $3000. So if any of our programs or
(13:32):
have an investment level less than $3000, yes, while you're
spending $2000, you're gaining the net difference.
So let me give you some math because I don't want you to get
lost in this. So if a client comes to you and
you sign them as a client, it gains $3000 of income revenue
(13:54):
and our program will talk about the current pricing of our
client enrollment Lead Sprint is$500.
So you spend $500 to go for 30 days in a program with us where
every day I'm going to help you find a lead.
If you find a lead that leads tothat client, you gain $3000 for
the cost of 500. The benefit is $2500.
(14:18):
You are $2500 ahead because you invested $500.
So that's a smart money decision.
So I'll ask you in an offer, howmany months do you want to delay
having $2500 in your pocket? One month, two months equal to
(14:41):
5003, months equal to 7500. At what point does the break
happen? It's crazy not to solve this and
the relative cost has such a huge gain.
It's worth investing in because it's smart money that creates
urgency. Understanding the lens in which
(15:02):
the buyer has communicated. Not me saying artificially we'll
never run this program again unless that is in fact true.
But we run our lead Sprint all the time.
We run it multiple times a year and you can step in at anytime.
But delaying stepping in costs you more than the investment to
get started. So if you're thinking holy Dina,
(15:24):
I need that, come find us. Christine Campbell rapping.com.
Check on the Work with Me tab and you will find details and
can enroll in our 30 day Lead Sprint.
The next one will be detailed onthe website.
The fifth way that I want you tofollow up and create engagement
to build momentum with a prospect is to stay visible.
(15:48):
That means you want to be intentionally engaging in their
content, posting about your own content.
You want to be sharing in a language that builds on the
momentum of the most recent conversations because chances
(16:08):
are, while they may not have gotto, yes, they're still watching.
And I have a really good exampleof this in our own business that
I'd like to share with you. So I have a potential client
that I have known for now at least two years.
I have made them two separate offers for our group program.
(16:31):
They did not go forward with either, instead prioritizing
investing in other training thatthey had been eyeing up.
The training is great, it provided them more knowledge,
but it still left a gap with thefact they are not selling that
knowledge and not commercializing their skill set,
(16:52):
which is what we help people specifically solve.
I stayed visible, we're connected on social media, I'm
celebrating and engaging on their life and what they're
doing, and I stayed top of mind as my business has evolved and
as we've shared content. They are in the background and I
(17:17):
gave them permission to anytime step back into a conversation if
they need support solving the gap I know still existed six
weeks ago. I got an e-mail on the weekend.
Christine, I've been really watching who you're playing
with. I had a great experience in this
course and I have a truth to share.
(17:42):
While I have learned more knowledge, I'm still not
commercializing on my training and so I want to step in to
another conversation about your programs and services.
Where do we start that conversation?
Because now while I am further along my timeline, I'm also
unfortunately more cash strappedthan I was last time.
(18:04):
We had the conversation and I have a reason now to engage and
I've made them a proposal and a recommendation on how they could
start. This came possible because I
stayed visible. I was engaging, posting curated
content that still targeted their need, and I gave them away
(18:25):
to easily step back in and reignite a new conversation
based on our current circumstances.
So the reason you've been told the devil and the winning comes
in the follow up is because it'strue.
And I don't want you to wander in the wilderness anymore
because ineffective follow up iswhat you probably do and see all
(18:51):
over the place. Hey, I'm just following up.
Hey, I'm wondering why you haven't responded.
Hey, did this get lost in your inbox?
All of those things I don't advocate for.
I advocate for these five. Book the call in the meeting so
you always have a next step. Send a recap in showing goals,
(19:13):
challenges that you listened andunderstood and you have an
opinion about what steps to takeand show them how to share a
resource that is specific to where they're at.
Shows your trust and credibility.
Create urgency by understanding what it costs them, not what it
costs you. And 5th stay visible.
(19:36):
These are 5 simple steps that you can repeat in any sequence
over and over again. And I will tell you, do not give
up until somebody has said, yes,I've solved the problem to my
satisfaction. It is heartbreaking when
someone, you know, you could serve by somebody else because
somebody else followed up. And I see it and on occasion
(20:00):
even experience it in our own business.
And it always reminds me that's another lesson that we cannot
lose sight of the follow up. And what makes our follow up
better, more effective and more efficient is we're disciplined
about using a CRM. We're disciplined about tracking
(20:20):
what's going on because. Truthfully, once you reach a
certain level, you no longer really need more leads.
You need to work the leads you have better and that's what we
do and that's what we help people do.
I hope this has been super effective.
Save this episode, come back to this episode and anytime you
(20:41):
feel lost and wondering how do Ido that?
Remember this. One of the best piece of advice
is I was given by a salesman to remind many years ago was a
belief that people can solve their problem or keep the
problem and until they've solvedit to their satisfaction,
they're always a potential client for you to serve.
Don't lose hope, stay the course.
(21:02):
That's where you'll make big impact and solve somebody's
problem. Be back here next week.
We'll see you on Amplify Your marketing message next week.
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