No word of a lie, word-for-word, this was what greeted me in a recent e-mail from my client. It’s a question I pondered for literally years until I spent some time working with Jon, my business partner, and former sales trainer for BP.

Typically most potential clients are not yet ready to buy on their first time they talk with you; although, very rarely this does actually happen. You know and I know, that when you sell a high priced or complex service, clients do need time to make their mind up to sign on the dotted line. But, silence from a potential client can mean two things – either they need longer to make their mind up, or they are not interested. Which means you need to follow up with a client, but in a way that helps them get closer to buying from you OR enables them to tell you that they are not going to buy from you.

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Here are some ideas to help you to do just that:

1)   When you are speaking with your potential client, do ask them when would be appropriate for you, and how, to contact them if you have not heard anything. This means that you are not being pushy as they have given you permission to follow up.

2)   If your potential client is active on social media, make sure you have a dialogue on social media with them. I’m not talking about directly asking them about the potential work – just retweeting their content, ‘liking their updates, commenting on their discussions or answering their questions.

3)   If you’ve not heard anything for a week, then sent your potential client a quick e-mail asking them if they have made any decisions yet, or whether there is anything you can help them with to help them get to a decision.

What other ideas would you add to this blog post?

Need help with your content? Download our free guide to content planning (email required), written by the author of The Go-To Expert, Heather Townsend.

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