Do you talk yourself out of following up with people because you’ve left it too long, and now it would be embarrassing? Today I’m sharing 3 ways to ditch negativity when following up.
You meant to follow up but then you got busy. And you weren’t quite sure what to say. There’s no instruction book for this.
Then you felt guilty because you still hadn’t contacted people. Then you felt embarrassed at the thought of contacting someone as it had been MONTHS since they contacted you.
So you didn’t follow up. And you felt bad about it. So many lost opportunities and sales. Ugg.
When I work with clients to set up their client follow up systems we work on two parts; the first is the system itself, the second is the blocks we put in our own way when we start to use the system.
You tell yourself that you’re bugging people, or that you feel spammy or that no-one is interested in hearing from you or that if they were interested then they would’ve bought from you already. You’re not going to chase them!
At the heart of these blocks is fear. The fear of being rejected. The fear of getting a nasty reply. The fear of getting no reply at.
If we let fear take the driver’s seat we’d never do any follow up! Which would be a great shame as there are clients out there waiting for you to share what you do with them.
We need to remember that we all buy in different ways. Some people buy the first time they hear from you, others will take their time, others will wait until the very last moment.
One of our goals, as business owners, is to meet our future customers where they are and make the buying process as easy as possible for them.
These are my three favourite ways to ditch negativity when following up by reframing a negative outlook.
An Invitation Into Your World
With this reframe I encourage you to think of following up with potential clients as sending out an invitation to a party.
Some people will RSVP right away. “Did someone say Party?!!”
Some people will RSVP in a couple of weeks as they’re juggling a lot. They’re so grateful when you reached out to remind them as they’re losing track of everything they need to do.
Some people will RSVP the night of the party. They’re keen but in a world of their own when it comes to replying to ANY kind of invite.
Some people will never reply. “Party? You were having a party? The dog has been eating our mail! I’m really keen to come along next time.”
By thinking of our follow ups in this way we can remove the negative emotions we might feel when reaching out. After all, we’re only asking someone to pop around and have some chips and dip.
Plant a seed
This reframe is for the nature lovers. Here I encourage you to think of following up with potential clients as planting a seed.
Some seeds will fall on barren ground and never grow.
Some seeds will fall in the shade and grow to be a small sapling.
Some seeds will fall in a crowded space and grow to be a small tree.
Some seeds will flourish and grow into a huge oak tree and shelter you for years to come.
By thinking of our follow ups in this way we can remove the emotional feelings and no longer feel icky when reaching out. After all, we’re only doing a spot of gardening.
I took this photo while on a road trip from Portland to San Francisco. I’m standing in the shadow of enormous Redwoods. Not every seed needs to sprout when the trees grow this big!
Stepping stones across the river
With this reframe I encourage you to think of following up with potential clients as placing stepping stones across a river for them so they can reach the side of the river that you’re standing on.
Some people will only need one stepping stone in the middle as they see the river as more of a stream.
Some people will need regularly placed stepping stones that allow them to gently make their way toward you.
Some people will need a lot of stepping stones, water makes them nervous!
We all buy in different ways. Some people buy the first time they hear from you, others will take their times.
By thinking of our follow up conversations as stepping stones we can remove the negative emotions we might feel when reaching out. Instead, we’re looking for ways to make their journey to our side of the river as easy (and dry!) as possible.
Reframing any negative feelings you may allows you to ditch negativity when following up. This is one of the areas I cover with my clients when we set up their client follow up system. We may be talking client follow up yet we need to recognise the very human feelings that you’ll have as you reach out to people.
Ready to make following up fun? Book in for a Virtual Coffee with me where we’ll discuss what your current follow up system looks like, and what your ideal would be.