Tip 254) Always have a "next step" or a "Plan B"

When you are prospecting for new clients, it's really important that you always have the 'next step' in mind, whether that's setting the 1st or 2nd meeting, sending a proposal or following up. 
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A date to follow up. Be specific. Don't say “I will give you a call in a couple of days,” say “I will call you Friday morning at 10am, is that good for you?”

Another meeting. Set the time there and then rather than emailing later to try to arrange something. 

Sending a quote or proposal. Tell them by when you will deliver the quote and then be quicker. Tell them in the email that you will give them a call at a set time to follow up.  For example, “I will give you a call on Friday morning at 10am to answer any questions you may have. If this is not convenient, please let me know when is good for you.” 

Plan B. This is for when you don't get the business. Always have a Plan B – something else that means you don’t have to just walk away from your prospect forever. This could be signing them up to your newsletter, sending them top tips or inviting them to connect on social media. Always have a plan!  

Upping your conversion rates...

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