Ouch, that's hot, but not as hot as the sales followup process I'm going to give in this
video.
Do you know what it's like when you have a lot of sales calls, a lot of discovery calls.
ANd you're talking a lot of people about your coaching programs, but all you hear is, "No,
not now.
Maybe next month."
Well, don't worry because today I'm gonna give you a sales followup process that you
can use to turn warm leads into hot leads, and build yourself a pipeline of prospects
you can reach out to and turn into paying clients for your coaching business every single
month.
Make sure you stay until the end of this video, because I will take the guess work out of
your sales followup process.
Today, I'm gonna tell you what to say, when to say it, and even how to follow up with
your leads to turn your warm leads into hot prospects for your coaching business.
Before we get started, make sure you hit the bell, so you get notified when new episodes
drop every Wednesday.
All about helping you go from passion to profits in your coaching business.
Hi there, Coaches.
Caroline [Solo 00:01:08], and today I wanna talk to you about how to build a sales followup
process for your coaching business.
I am sure you're working really hard on booking discovery calls and sales call for your business.
But sometimes, clients just aren't ready to say yes, they need more time, they're afraid,
they're insecure, or they need to look at finances to make it work, and that's okay.
When you build a pipeline of hot leads for your coaching business by following up with
prospects consistently you can take a lot of pressure off of your marketing efforts,
because then you don't have to sell these prospects on the spot on the phone.
Instead, you can reach out to prospects every single week, and you always have new clients
coming into your business when it's the right time for them.
So, not only is this going to take pressure off of you, but it also creates for an amazing
custom experience because clients can join you when it's the perfect time for them.
When I personally went from trying to sell my customers on the stop to giving them a
little bit more time, as needed, and getting into the routine of following up with prospects
over time, staying in their lives, supporting them on an ongoing basis.
Not only was I able to bring more leads into my business and more customers, I was also
able to build better relationships with my community, with my followers, and increase
my brand loyalty as well.
Today, I wanna give you three very specific tangible steps you can implement right now
to build your very own sales followup process regardless of how new you are in coaching,
and regardless of what your niche is.
So, let's get started.
The first thing you need to do is build a followup cadence.
Your followup cadence drives when you followup with your prospects, and how you followup.
So, I want you to think about how often, and how frequently you would like to followup
with your leads, and I have some very specific recommendations for you, but you can simply
take over if you'd like to.
Some of the most common reasons for prospects to not buy a coaching program right away is
that it's not the right time for them, they need to do something else first, or they have
to get their finances in line, or they're very insecure, and they have some doubts and
fears that prevent them from saying yes right there on the stop.
So understanding these reasons, you want to give your customer some time to get their
finances in place to work on whatever it is they to be completing, finishing up to get
ready for your program, and to also work through some of those doubts and fears that might
be happening for them right now.
Our followup sequence happens in four week increments.
So every four weeks, for the most part, we conduct a followup with our prospects.
So, your first followup happens at four weeks, then at eight weeks, then at 12 weeks, and
the last one at 16 weeks.
Now, let's dive into the details.
Let's talk about your four week check in.
At the four week mark, I suggest you send your prospects an amazing freebie, and then
you followup with a personal phone call a day or two later.
And on that phone call you might say, "Hey, I wanted to check in with you to see how you're
doing.
I send you this amazing freebie yesterday.
I really thought about you, and I really hope this is going to serve you, and I also wanted
to see how you're doing," and then listen to them.
If they tell you about any struggles, or any issues that you can help them with, as a coach,
don't be shy to invite them back into a call and say, "Hey, why don't we jump back on a
call tomorrow or sometime this week, and let's talk about it."
Because remember, as a coach, it's your responsibility to go out there and help people, and you cannot
help people if you don't tell them what's available for them.
So, don't be shy.
Next up is your eight week check in.
During your eight week check in, I recommend you send them a video or a bonjoro.
Bonjoro's a little cute videos you can make on your phone or your computer, and you can
actually email them to your prospects.
I think this is a really special surprise, and your prospects are really doing to love
this.
Then, followup with another phone call a day or two later, and check in with them.
Tell them about new events you have coming up.
Tell them about new trainings and webinars, and freebies you have available to further
support them on their journey.
And then, listen again.
See how they're doing.
See if there's anything else you can do for them.
And if there is, invite them into a followup call where you can support them more.
Next up is your 12 week check in.
For your 12 week check in, I suggest something a little bit more traditional, and what I
would like for you to do is send them a letter or a brochure in the mail.
Some clients even send CDs, or USB sticks with more information on them.
And this is going to be something that really sets up apart, because nowadays most coaches
market online, but people are still living in the real world.
They receive mail every single day.
So, why not send them a letter, or a very nice brochure?
You can design your own brochures on Canva, or have someone design it for you on [Upwork
00:06:19], for example.
In the brochure or the letter, make sure that you give them a call to action.
And, of course, a call to action should be to connect with you, to book a call, to sign
up for a session with you or your team so that they can take the next steps.
And you can, again, further support this client.
And lastly, your 16 week check in.
After about four months, and when you've already checked in with your prospect several times,
I suggest maybe checking in one more time, and this could be a text message.
If you have their mobile phone number, send them a text.
If you don't, send them an email.
And then, if you want to, if you feel compelled to give them one more call and see how they're
doing.
Again, don't feel pushy, don't feel awkward, don't be nervous.
Think of calling a friend, think of calling someone that you are really excited about
and really wanna speak with to find out how they're doing and how you can help them.
And what do we do after the 16 week mark?
Well, there's always a way for your prospects to reach back out to you as well.
So, you might let that prospect fall into your general email list, and then, of course,
your newsletters will go out, your blog posts will go out.
They might see future videos of you.
And you never know, they might come back to you in the future.
The next thing you need to do is create a tracking mechanism.
And a tracking mechanism is just a fancy term for an Excel sheet, or a Google sheet, or
maybe even a Word document.
In this document I want you to track first name, last name and email, any notes about
the client, the last check in date, and the next check in date.
And then, once a week pull up the document, see who you need to followup with that week,
and then simply make your followups, take care of them, and your gonna be well on your
way to what's building an amazing pipeline of customers and clients who will enjoy following
up with you every single month.
The last step in building your sales followup process is to reset your mind.
Sales is a very energetic thing.
It's all about how you feel about selling, whether you feel pushy, whether you feel loving,
caring and supportive, whether you feel nervous, or whether you feel high vibe and excited.
So, when you're making your followups get yourself into an amazing state of mind, really
feel that excitement, feel that love, feel the curiosity about that person on the other
line when you're writing the emails, when you're doing the videos, when you're sending
the texts, feel that love and that passion for what you do, and expect the other person
to receive your outreach in the same way.
And I can almost guarantee that with this type of mindset you will have an amazing time
making your sales followups.
And I would love to hear from you, as always.
I wanna have a conversation with you.
Let me know down below in the comments how often you will followup with your prospects,
what values you will give them, and also how much you look forward to making your followup
process a big success.
I also have something really special for you today.
If your already booking discovery calls and sales calls, that amazing, and then you can
go right ahead and implement the followup process we discussed today.
But if you don't, if you struggle to book discovery calls, if you're not sure how to
actually land a sales call then I have a brand new training for you that's gonna show you
exactly how to book discovery calls for your coaching business almost on autopilot.
In this training I'm gonna give you three simple steps, the three secrets to get as
many clients as you want, and exactly how to market your coaching business and position
it, and automate your marketing to book discovery calls every single week.
Simply go to coachingbusinesstraining.com to sign up right now, or click on the link
in the description below, sign up for the class, and I'll see you there.
Now, stay focus on your goals because I believe that you're meant to bring your passions to
the world.
Go out there, reach out to your prospects, have fun doing your followups, and do the
work your meant to do.
If you like the video, give me a like, subscribe to our channel, and then don't forget to come
back next week.
Until then, have a beautiful week, and I'll see you next time.
From Passion to Profits Live, our big annual event for coaches is happening this September
in Hollywood, California.
Do you want a ticket?
For more info go to frompassiontoprofitslive.com.
Make the call, and expect them to receive that call in the same way.
And, I ...