Make This F-Word Your Friend

Published: August 12, 2015
By: Faye Hollands

There’s a conversation I have with small business owners time and time again, that never seems to go away, and it comes from a mindset that can really suffocate a business.  Pretty much every owner that I meet wants more clients, but in many cases they’re purposely holding back from doing one important task that is critical if you want to build a business…

These are some of the phrases I hear a LOT from business owners: –

  • “I don’t like sales”
  • “I don’t want to be seen as pushy”
  • “I’m not a sales person”

Lets get one thing straight.  If you own and run a business that means YOU have something to SELL.  It doesn’t matter if it’s a product or service, a tablecloth or a software app, the purpose of you being in business is to SELL that thing to make money.  Now take note of the words in capitals.

You might have a member of staff that’s a sales person responsible for getting new clients in the door, but in the majority of cases when it comes to small businesses, the OWNER is that sales person which means if YOU don’t SELL your product or service then on-one is.

So first things first, if you’ve uttered any of those phrases above, it’s time to stop kidding yourself.  To be successful in business you need to be ready to sell.  You need to want to have a conversation about what it is you offer and why someone should spend money on it.  If you’re good at what you’re do, passionate about what you offer, and can match a clients needs with your product or service, then that is selling – and it’s done with integrity.  So get over the word sales, and get on board with a key responsibility of your role as a business owner.

Now we’ve got that out of the way, lets look at the what happens AFTER the sales conversation that many business owners again don’t do.  It’s the F word – follow-up.

How many times have you sent out a proposal, emailed a price list, put together a plan for a client, or responded to an enquiry, just to get NOTHING back?  Days go back, then weeks, the tumbleweed starts rolling and still you’ve heard nothing.   Sound familiar?

So what do you do?  Write that client off?  Put them in the ‘they-don’t-want-to-buy-from-me’ basket?  Assume what you’re offering doesn’t meet their needs?  Think they cant afford what you’re selling?

What if all you needed to do was FOLLOW-UP?  Sometimes it’s as simple as a short email or a quick phone call and hey presto, that nudge was exactly what the client needed to say “Yes”.

From my own experience follow-up is gold.  I’ve lost count of the times a potential new client appears to have gone off the radar, only to find that with timely follow-up and a genuine interest in the client, my email or phone call was exactly what they needed to make a decision about whether to work with me or not.  That’s not pushy, I’m not harassing anyone, it’s just a courtesy call to check in and see if there was anything else they needed from me.

Sometimes people are just busy, stuff happens, and times passes.  That doesn’t mean they don’t want what you’ve got to offer, it’s just that life got in the way.  BUT if you don’t follow-up, the probability of that client choosing you/your product decreases and the likelihood of you being forgotten increases.

Follow-up is easy, it doesn’t take much time at all, and there’s really no excuse for not doing it.  If you want more clients, and to build your business, you should have a clear plan about when to followup and how.  Systemise your approach so no-one gets forgotten, and make every potential client important.

So who do you need to follow-up with today?  And how are you going to do it?  Don’t put this in the too-hard basket – it’s one of the easiest ways to make more money, and should be something you do every single week if you want your business to be successful.

Are you feeling stuck in your business?  Schedule a complimentary chat with me today and I’ll you’ll leave with at least 3 action points that will help you move your business forward quickly.  Click here to book.

 

Faye Hollands

About Faye Hollands

Faye is an accomplished Career Coach, Small Business Coach and Productivity Specialist who has successfully coached countless clients on how to create a career they love, get more done in less time, and achieve personal and professional success. To receive weekly articles to improve your career, business and time management skills click here or book your Free Focus Session here.

You can contact Faye on +61 2 8323 4335 or email fayehollands@outshineconsulting.com

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