3 Steps for Maintaining the MaybesPosted: September 5, 2013
After your first conversation with a prospective client, you should be able to move them into one of three directions: Yes, No, or Maybe. Yeses go straight into your sales and production pipeline. Noes go away (you might be the one saying no, but that’s another blog post!) But what happens to the Maybes may be the hardest part of converting a lead into a client.
It may take a Maybe days, months, or years to be ready to become a client. You could even get as far as a proposal and still not get a Yes for some time. I’ve seen owners leave tens-of-thousands on the table because they aren’t sure how or when to reconnect with a Maybe without being a nuisance.
The best sales people use a tracking system and killer intuition about when to touch base with a Maybe. You want to be top of mind when they’re ready to become a Yes, but not annoying.
Enter digital marketing (social media, emails, and blogs), tools that allow you to automatically stay in contact with a Maybe without becoming obtrusive. Next time you meet a Maybe, try these three steps:
- Before you walk away from your Maybe, ask their permission to stay in touch via email with enews, events, and offers only available to email subscribers; and ask when it might be best for you to touch base again.
- Back at the office, invite connections on Linked In, Twitter, and Facebook. Record in your calendar when your Maybe suggested you contact them again. (And of course, follow up when you say you will.)
- In a few weeks, invite them to follow your blog that publishes ideas, works in progress, and success stories that they’ll find helpful.
Your prospect will respond only to the contact they wish to maintain, and will opt out if no longer interested. When it’s time for you to follow up, your Maybe will be a lot more familiar with your work and its impact. And, when your Maybe is ready to say yes to your services, you’ll be just a click away.
Homework: If you haven’t yet set up the basics required for these three steps, reread Pitch and Catch to cover all your bases!