Tips for Converting Prospects to Clients

The Internet is full of useful tips on just about any topic you might be interested. Today I was looking for information on technical writing and stumbled across a business guide written by an Israli technical author. The report, How to Attract and Convert More Clients–Back to Basics, by Hillel Porath has a few rough edges but it also has a great list of follow-up tips that will help you make the sale as you convert your prospects to clients.

1. Ask your prospect when would be a good time to follow up. Then follow up as often as they say you should.
2. If your prospect is local, ask if it's possible to visit their office. Face to face interactions are very important.
3. If you are sending your prospects email, follow up. The first follow up should be at least two days after your initial email and the second email should be at least three days after that.
4. The reason for follow up is because your prospect is busy. The purpose of a follow up contact point is to remind your prospect about your call and to get them thinking about buying from you.
5. Be direct in your follow up. Ask your prospect if they received your previous email and then ask a follow up question. The prospect should not be the one leading the conversation. You called, you lead.
6. Listen to your prospect's tone of voice if you are calling on the phone. Match your tone to their rhythm.
7. You never know who is going to buy. Don't pre-judge people and omit them from your list of follow ups.
8. Whatever follow up strategy you have—stick with it. Of course you can modify your strategy if you need to, but get the foundation right (and consistent) first.
9. Always make sure the company you are contacting actually needs your product or service.
10. "Don't go chasing birds in an open field." If someone is not interested and you see they don't have a need for your service, leave them alone and move on to the next prospect. You will never catch the birds you chase in an open field.

You can download the full report from Promoting your business at elephant.org.