You’ve put in a lot of work, and you’d think the client would at least be courteous enough to reply and say “we’re thinking about it” or “we’ve gone a different direction” or… “hey, this is great, let’s get started.”
But you get nothing.
Seriously…these people went out of their way to contact you, but then don’t answer the phone or reply to your emails. What gives!?
So you get frustrated…it’s perfectly natural to feel this way. You felt you had a connection with the person, you invested precious time and energy to create a proposal to help them and now you’re being dissed.
And that frustration can easily seep into your follow-up messages, making the situation even worse.
What can you say in your messages to get them to respond? You know that some of your peers aren’t having these issues…what are they saying or doing differently?
You don’t want to be a pest. And, if you’re honest, you’d hoped that you didn’t need to follow-up at all, but that’s just not working.
So, you know that follow-up is essential to grow your business. You’re missing out on opportunities because you’re not following up successfully to proposals, to new leads, to new networking contacts and referral partners.
The question is what should your follow-up messages say, and how long should they go?
When should you move on and focus on the next project and forget the guy that’s ignoring you?
There’s all kinds of advice out there…7 times, 12 times…forever?
Starting a new client relationship by being a pest isn’t wise…
What’s the right answer? And, is following-up even worth it?
…the fortune is in the follow-up. The solos and firms that figure out follow-up make more money and land better clients. It’s that simple.
Why? Because prospects procrastinate. They fear you (yes even you), because you’re a scary salesperson at the moment—even if you hate to sell.
And they fear the problem they need your help fixing. All of that combines to work against you, and the only way to overcome it all, and truly serve your clients and future clients is to learn the skill of follow-up.
And, the good news is, it’s just a skill. Anyone can learn it. No one is born with it and with the right roadmap and templates, you can be sending more effective follow-ups by tomorrow.
No more radio silence.
Imagine that…you send a message and within minutes, you see the reply pop into your inbox.
You exchange a few messages back and forth, each one building trust and confidence in the mind of the prospect. After a couple of quick exchanges, you easily shift the conversation to the phone where you can make real progress.
Instead of avoiding your follow-up tasks when they pop-up, you look forward to them because they’re creating great business relationships. It’s actually fun!
You’d never have to agonize over the keyboard again… Imagine knowing what to say and when to follow-up…
Follow-up would finally be easy…
The single most asked question I’ve had from clients over the last decade is “How should I follow-up in this situation?”
And, for ten years I’ve been mapping out follow-up roadmaps and writing message templates for our clients. And the results are dramatic.
One of our clients, a Realtor® in California was getting leads from the big real estate listing sites. As he described it, it’s a race to respond, because the same lead was sent to dozens (or more) Realtors at the same instant.
My client was prepared, he thought…
He’d written a follow-up email template, that was 2+ pages long. It had all of his credentials, testimonials, tons of details about his vast experience, all of which was great, but…
No one responded. He got 3 or 4 out of 100 to respond on a good day.
We made one small tweak to his approach—so simple it’ll make you do a face slap 🤦♂️—and increased his response rate by 5 times.
I show you how to do the same thing in Chapter 4 of The Follow-up Formula.
And that’s just one of the things you’ll discover in the manual.
Part I – Follow-up Shift
Ch. 1 – Follow-up Fears (and how to obliterate them)
Ch. 2 – Obstacles to Effective Follow-up (the obstacle is the way)
Ch. 3 – Follow-up Reality (why your clients need you to be great at follow-up)
Part II – Execution
Ch. 4 – Follow-up Fuel: The Next Logical Step
Ch. 5 – The Ideal Outcome: How to Set the Right Destination
Ch. 6 – The Subtle Art of Crafting the Question (the secret to getting quick responses)
Ch. 7 – From Questions to Conversations: Building Your Follow-up Roadmap
Ch. 8 – Context: The Secret Weapon for Staying Relevant in Every Message
Part III – Follow-up Roadmaps
The roadmaps give you each step in the follow-up sequence, the timing of each follow-up step, and the general topic/approach and tone to use when writing your follow-up message.
Roadmap 1 – Proposals
Roadmap 2 – New Leads
Roadmap 3 – Networking
Roadmap 4 – Trade Shows
Roadmap 5 – Lead Magnet/Report/Book Requests
Roadmap 6 – After Initial Meeting/Consultation
The manual is delivered in PDF format. Each chapter presents a key concept to help you develop the skill of great follow-up and includes exercises to help you master the skill.
You know the saying… “Give a man a fish he eats for a day, teach a man to fish he eats for life.” I want you to develop the “skill” of following-up. That will stay with you for life and can be applied in many situations. The roadmaps and templates are important shortcuts to help you develop the skill, but the skill is most valuable for you.
This is way more than a book. You’re getting a manual with all the fluff of a book removed so that you don’t waste precious time. Plus, you’re getting specific worksheets and exercises to help you implement. And, if you choose either the Pro or Rock-Star packages, you’re getting templates and support that will save you hours, maybe even days of time and struggle. What’s your time worth?
A roadmap is the step-by-step plan for a sequence of follow-up messages. Each roadmap will give you the timing of each follow-up step, and the general topic/approach and tone to use when writing your follow-up message.
The templates are email/LinkedIn messages, prewritten for you, that you can use in specific situations. These are templates we use with our consulting clients and have proven effective. You’ll get them in Google Docs and Microsoft Word format so you can easily customize them to your specific situation.
If you purchase the Pro or Rock-Star versions before September 1, 2019, you’ll be granted lifetime updates. Anytime we release new templates, roadmaps, or training, we’ll email them to you.
It’s our way of thanking you for being an early action taker. We’re grateful you’re here!
The Look-Over-My-Shoulder videos are a great opportunity for you to watch and learn my thinking process as I create follow-up roadmaps and templates. I’ll be taking real follow-up situations submitted by customers of the Rock-Star version, through the private Slack channel. I’ll record each video as I create an entire follow-up campaign for a customer (maybe for you). The videos will be posted as they are created, between August 15th and September 15th.
I’m looking for unique follow-up processes that might not be covered in the manual, as well as customizations of the templates and roadmaps in the manual. I think it’s important for you to see both. If you choose the Rock-Star package, we’ll send instructions for how to submit to be included in these videos in early August. And, obviously, I wish I could do a custom follow-up process for every customer, but it’s just not feasible. I’ll pick the most useful examples so everyone can benefit.
Customers of the Rock-Star package will be invited to a private Slack Channel for 60-days. There, you can ask all the questions you want. I’ll be in there answering questions and reviewing follow-up messages every weekday. And, you’ll have the benefit of getting feedback from peers who are implementing the same ideas and processes in their businesses.
ABOUT THE AUTHOR
2-time Entrepreneur, Author, Podcast Host
I’m Steve Gordon and I’ve spent the last two decades selling high-ticket professional services. I know just how frustrating it is to be “ghosted” by a prospect after you’ve poured blood, sweat, and tears into a proposal, or “free consulting” during the sales process. I wrote this guide to help you easily and elegantly follow-up, create strong business relationships, and close more business.
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