For those of you in the know, you’ve been hearing about the anti-follow up for some time now. For those of you wondering what the heck I’m talking about, it’s time to learn how to close more business by following up with prospects the right way after sending a proposal.
How the Anti Follow-Up Works
You’ve sent out a new proposal and you’re feeling pretty good about your chances in landing the deal. After all, they seemed pretty stoked about it over the phone.
But then one day passes.
Pretty soon, it’s been nearly a week and you’re starting to second-guess yourself. Were they faking enthusiasm for the pitch? Did you price it too high? Have they found someone better to handle it?
Stop overthinking it before you end up sending that email you know you want to send:
“Oh, hey, just wanted to get your thoughts on the proposal.”
The last thing you want to do is give them the sense that you’re feeling desperate or insecure… because it’ll likely lead to a conversation that starts with, “Well, I really loved your proposal. Everything looks good. But can we talk about price?”
Rather than give them an opening to haggle, flip the script and send an anti-follow up campaign.
Basically, an anti-follow up takes the proposal out of the equation. Instead, you develop a series of emails (that go out every few days) that enable you to:
- Educate the client.
- Nurture the relationship.
- Position yourself as an authority.
If you do this correctly, then you turn them into the pursuer instead of the pursued.
Just keep in mind that these emails need to add value and be authentic, so focus on sharing information they can actually use. For instance:
- Web design trends they should be aware of to keep their site looking fresh this year.
- Finding the right WordPress theme for their website.
- Or learning about future SEO techniques.
Your competitors are too busy looking at them with dollar signs in their eyes. You’re simply trying to help them run their business and WordPress site more effectively. As such, they’ll see you as the only expert they can trust.
At the end of the day, you want your perceived knowledge and expertise to be what convinces them to sign a contract, not your persistent nagging about whether or not they looked at your proposal yet.
If you’d like to learn more about how the anti-follow up works, or find out why your current approach might not be going as well as you’d hope, get in touch with WP Elevation today.