These are death sentences…
“I’m just following up”
“I just wanted to check in”
Instead, the art of proactive follow-up lies in offering new insights, solutions, or value-added information that moves the conversation forward.
- Proactive Approach: Rather than waiting passively for a response, take the reins and offer a fresh perspective or propose a new solution related to your previous discussions.
- Anticipate Needs: Demonstrate your ability to anticipate and address the needs of your prospective client by providing proactive solutions and insights.
- Offer Value: Present prospects with tangible opportunities for collaboration and progress, showcasing your commitment to their success.
- Concrete Action Plans: Instead of asking if they’re ready to proceed, suggest specific action plans or opportunities to work together, empowering them to visualize the next steps.
One powerful strategy in mastering proactive follow-up is to “Move the Middle.” This concept involves helping prospective clients move towards making a decision by providing a way to speed up the process or offering a solution to an obstacle.
Whether it’s addressing concerns, clarifying uncertainties, or presenting alternative options, “Moving the Middle” allows you to actively guide the conversation towards the most helpful outcome for them, not just for you.
“It’s easier to guide a prospective client through to the next step, if you already have a way to help them.“
This is the essence of proactive follow-up. By offering a tangible solution or suggesting a specific action plan, you empower your prospective client to visualize the next steps and feel confident in moving forward.In essence, proactive follow-up is about more than just nudging prospects for a response; it’s about actively engaging them with valuable insights, innovative solutions, and collaborative opportunities.
By mastering the art of proactive follow-up, you not only strengthen your relationships with prospective clients but also position yourself as a trusted partner who is committed to their success.
Micah Foster, Co-Owner
Micah Foster is a partner at Dream Support LLC who has been providing remote executive assistants to busy leaders who need administrative and organizational help for over five years.
He has a passion for creating and maintaining positive and productive work environments and empowering people to reach their full potential.