You’ve just finished a good call with a prospect, and all went well, but they weren’t ready to move forward and purchase your services yet.
What do you do next to keep them moving forward? (This was a topic of a conversation I had with a friend a few weeks ago.)
I know when a call goes well your prospect moves forward right away and becomes a customer. Not everyone is ready to move forward when you want them to.
In our Customer Value Journey our Discovery call is a conversion event and during this call we ask questions and get the answers to find out what’s important to them. When they don’t purchase your services at the end of the call, what do you do?
The key is to keep the excitement alive and stay engaged.
How do we make sure what they discovered in that call isn’t forgotten?
The best thing we’ve come up with to keep the excitement alive after a Discovery call is a short video made specifically for the person you got off the phone with.
Using a tool like “Loom”, you can easily create a custom video for one person and share it with them in just a few minutes. We’ve been testing videos in the 2-to-3-minute length for this purpose.
What do we talk about in the video?
First, we thank them for taking the time to talk with us.
Next, we go into points discussed in our call that were important to them.
Last, we summarize the reason for seeking our services as well as how we can help them achieve their goal(s) faster.
This gives you another opportunity to show that you’re listening to them and that you’re working to help them.
How many other people do you know that are doing this? Has anyone ever done this for you?
My guess is, no one you know is doing it and most likely you have never experienced this, either!
This will set you apart from your competition and keep your prospects engaged with you.
Give it a try and let me know your results.
Have a great day!