I got this question a couple of days ago from a sports coach and this is not the first time I've seen this question:
Question - " Hey Ben a lot of prospects that I've reached out to have raised their hand and said they are interested in training with me but they have not yet joined my program how can I handle this"
If you speak to many prospects per week the chances are very high that you won't close every single prospect into to your program.
#1 BE A CONTROL FREAK AND TREAT THIS LIKE A REAL COMPANY -
I want to encourage you to create a database spreadsheet so that that you can collect all of your prospects data and place it on there.
On the spreadsheet should be all the details of prospects who didn't buy and past clients who you should reach out to again.
When you become really organized with this you will be able to follow up much easier with your prospects and more consistently because you will have all their details in front of you.
I would also encourage you to have an objections spreadsheet with the reasons why your prospects and past clients left your program.
I have worked with hundreds of coaches who were very disorganized with this process which means that they either lose or forget all of the data from the prospect and they aren't able to follow up with them.
#2 FOLLOWING UP SHOWS YOUR A CONFIDENT COACH -
When you reach out to prospects or you follow up with past clients this shows confidence that you as the trainer want to help them and it can also give them a new way of joining your program.
#3 BE CREATIVE WITH YOUR OFFER -
When you do follow up with the prospect I want you to be creative in how you present the offer to them.
This is why during the sales call with your prospect you must know exactly what objections they're having and when you have this in place you will be able to understand the prospect much better and you will be able to prequalify them into your program.
#4 YOUR PROBABLY SITTING ON 1K-5K OF EXTRA REVENUE -
I have worked with many coaches who simply don't follow up with their prospects and end up losing out on between $1,000 to $5,000 in extra revenue for their business.
If you think your program can absolutely transform the lives of your prospects I want to encourage you to be aggressive following up with people who haven't yet decided to join yet and follow up with them in a way that you want to help them transform their child.
I want you to go and look at your prospect list and over the next 24-hours start contacting them and make new offers for them so they can join your program,