If you want to book more treatments, then do more follow-up with non-converted leads (especially fresh ones).
Last week I was coaching a client on follow-ups. We’re installing new systems for followup, including daily SMS messages, and I was explaining how it all works together.
Their question – “Do you think it’s too much? We don’t want to annoy anyone…”
This is a common concern, whether someone is following up 1 time or 50 times. You have people on your team who don’t want to be a bother, don’t want to bug, don’t want to annoy your prospects.
And that’s a natural human desire, to not be bothersome. The challenge is that it prevents your prospects from getting the help they need, and prevents you from growing your practice to the level you want.
So how do we deal with this desire to not be a bother?
Well, consider why you have your prospect’s contact info in the first place.
It’s because they reached out to you, right? Ya know why…? 🤔
👉 Your prospect is already annoyed. 👈
They’re frustrated by their glasses and contacts. Or they don’t like looking years older than they actually are. Or they’re sick of trying every exercise and diet plan under the sun to lose those last 10 lbs to no avail.
You’re worried about making them mad? They reached out to you because they’re already mad. You’re just trying to be helpful and make them happy again.
When you embrace this small shift in thinking, the pressure is off.
You can followup over and over. You can be confident in what you’re doing (vs sheepishly going through the motions, hoping you don’t step on someone’s toes).
And as long as you’re saying the right words and adding value, you’re on the right track.
Share this with your team. Remind them this is the reason to do such frequent followup. It’s not to bug people and make people frustrated – they got that way on their own.
Our job is to help them reach their goals and remove their frustrations. In fact, this is our privilege and responsibility. And frequent followup is a key element to success.
PS – if you know your team needs to followup with prospects, but just don’t have the bandwidth (or just aren’t sure what to do), reply to this email. I’ll share 3 different ways you can scale your followup, even if your staff is stretched thin right now.