Hello and welcome to The “S” Word LIVE. My name is Renee Hribar and I’m a sales strategist, TEDx speaker and consultant, and my goal for you today is to get some actionable advice that you can use in your business right now. So if you’re a coach, a consultant or a done for you service provider and you’ve ever sent a proposal and then heard crickets, I’m going to tell you what to do. So I’m going to give you some actionable advice. Say hello as you join. Whether you’re live or on the replay, I want to hear you. I want to see you. I want to hear about your situation. I love giving Q&A, and sometimes these shows are a mix of me hearing your situation and giving strategic advice. And sometimes it’s about giving analogies about where you can take this. So let’s talk about this. Here’s the question on the table I sent a proposal. They know the price, but I haven’t heard back. What do I do? So do you know anyone or has this ever happened to you where you’ve sent out a proposal? They’ve verbally said yes, even at times, and you don’t hear anything. And then six months later, out of the blue, they pay? Well, that is not really good for your business, is it? Especially if you are an individual you can’t have ten new clients all of a sudden this week and then no clients for six months. That is not going to sustain your business. So if you like consistent new paying clients, can I get a heck yeah?
In the comments, tell me below. I definitely like consistent new paying clients, so here is what I’m going to encourage you to do. So if you’re commenting below, let me see if I can see comments. Say hello as you join. So here’s the question that I got for sure. I took this off of a question that I got inside of a Facebook group that someone tagged me about, so I’m going to share it with you today. It says, when should I follow up? They knew the price already. What should I do? Ok, so here is really some specific strategic advice, and here was my answer to this lovely person. Number one, before you even get off the phone with this individual, I want you to do one thing. I want you to set up a quick check in call before you hang up. Can I say, can I get a heck yeah? I can do that. Can you before you hang up with this phone call, make the next appointment to check in? In essence, really, if you know you’re going to send a proposal, you know there’s going to be questions. There’s always questions, there’s always concerns, there’s always going to be something. And if nothing else, it’s to confirm that they understand the parameters, the deliverables and the timeline. Yes? Can I hear yes and in the comments? Excellent. So if this is resonating with you and this is something that you are definitely on board with, I need to hear. Yes.
Check the check in call. It’s a magical little tool. Here’s the next piece. When you send that proposal, I want you to set a deadline and you can simply say, and this is the advice I gave in this Facebook group, which was this offer or this proposal is valid at this price until this date. Will you guys be able to put that one little sentence in there? What do you guys think? Can I get a yes? Yes, I can use that one little sentence. So now you have two really specific strategies of how to handle I sent the proposal, but… Because you don’t have that kind of time, you want consistent paying clients regularly. And so when you say great, I’ll set up a quick check in call. I’ll send you the proposal. And then when they receive the proposal, that deadline is the day of your check in call. Ahhhh. Can you guys do that? Tell me yes or no in the comments or give me a question? It’s not that they’re saying no. Maybe there’s another question that you can ask around it. So I think that deadlines and then sending in that next call is probably the biggest thing that’s going to help with your follow up. Because as soon as you hang up that phone, it’s kind of like when you drive a new car off the lot. Have you guys ever bought a new car or chosen not to buy a new car just because the depreciation when you drive it off, the lot is so rampant.
So this is the same thing as soon as you hang up that phone, the depreciation, the law of diminishing intent is massive. The depreciation of your value and their need for that result, that solution depreciates every single day, so don’t let time go by. And sure, you can say, Oh, well, they bought in six months, but that wasn’t under your control. And now you’ve got ten more clients. And now this other client, you can’t race around to try to get deliverables on time. Then race around to try to get vetted properly contractors to be able to deliver these specific services on time. So there is so much to before, during and after the exchange of money that needs to happen. And that is why I do what I do. That is why I love what I do, because I get to work with smart, intelligent women just like you guys that are listening to serve the people that need you, that are ready and willing to pay you for the solutions that you so expertly can deliver. And so I hope that these very specific strategies have helped you when you have sent a proposal and heard that. Now there’s way more to this story, and I can’t wait to see you next week because every single week I come on deliver golden nuggets of sales joy right here. Twelve-thirty P.M. Eastern every single Wednesday, The “S” Word LIVE. Can’t wait to see you next week. Holla.