Are you ready to get the attention of your potential clients?

You are in front of your prospects, having connected on LinkedIn or Facebook.
You now want to find ways to follow up and talk about your business.

If you are trying to think of way to do this, read this blog first!

Over the past 15 years, I have sold and been sold in many situations. Throughout my experiences I have encountered a few common mistakes often made at this stage.

Here are the top 5 most common mistakes you’ll want to avoid when following up with your potential clients.


Mistake #1: It’s Not About You

I understand you would love to have that meeting or phone call with your prospect, and end up working with them. But keep in mind, it is not about you.

It’s about your prospect.

Rather than focusing on what you hope to gain, you must shift your focus to how you can help your prospect.

Why would this prospect want to schedule a call with you?
What benefit does this provide them?

Focus on your prospect’s needs and goals—not your own.

Mistake #2: Lack of a Plan

Following up with prospects can be nerve-racking. There is always an underlying sense of self-doubt to go along with the stress.

Most folks counter this feeling by gathering their courage, writing up a quick sales message, and pressing send as soon as they can. What these folks fail to consider is:

“Which stage of the sales relationship am I in?”

Not knowing this can mean they are running the risk of asking for that meeting or sale too early in the game. It typically takes 6 to 10 contact points before your prospects consider working with you.

What is your plan to create trust between yourself and your potential client in order to convince them to work with you?

Having a plan will help you avoid asking for a meeting or a sale too early on in the sales relationship (which also means you will avoid sounding pushy).

Plus, knowing you’ve got a plan is a surefire way to build up your confidence!

Mistake #3: Lack of Reason to Call

When I work with women, one of the biggest challenges they face is coming up with reasons to call their potential clients. No one wants to keep saying they’re writing simply to “follow up”. So what is the best thing to say in order to convince a prospect to speak over the phone? This is especially frustrating when all you seem to be getting is the silent treatment.

If you are still writing or calling your prospects to “follow up”, stop this right now!

Instead, create opportunities to connect with your prospects. I like to call them sales hooks!

Sales hooks are little reasons or opportunities for you to re-connect with your prospects. I hate coming off as annoying, but I am passionate about helping my clients. Want to create unique sales hooks to get your clients’ attention?

Check out my Sales Challenge – Getting Your Prospects’ Attention!

Mistake #4: Lack of Call to Action

Here’s what I often hear entrepreneurs say when they follow up with someone:

“Hi, I’m just following up to see how you’re doing!”

The fact is, your prospects are extremely busy, distracted, and usually desperately looking for someone who can tell them precisely what to do to solve their latest problem.

What you need to understand is that you must be this person. To become that trusted advisor, you need to tell them the exact next step to take.

What action do you want your prospects to take in order to reach the success they desire? Tell them.

Be assertive, confident, and relaxed.


Mistake #5: Giving Up Too Early

I know it can be frustrating not hearing back from your potential clients! But it takes time for them to get to know you and start building that essential trust.
Don’t give up too early.

Remember, it usually takes 6 to 10 contact points before a prospect will begin to consider working with you. Rather than giving up, start building different sales hooks to keep them interested.

Want to build more sales hooks for getting your prospects’ attention? Join our Sales Challenge! Live on Oct 15!

See you inside!

~Melinda

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