In this five‑minute "Five Minutes of Momentum" episode, the host (Christine Corcoran) explains why follow‑up is a massive revenue opportunity that most entrepreneurs miss because they don’t know what to say. She walks listeners through building a clear follow‑up process (frequency, method, and client preferences), identifying the objections that keep prospects in a state of hesitation, and shifting the mindset from being pushy to showing genuine care. The episode provides concrete phrasing examples that reopen the conversation without asking for a decision, such as inviting questions, probing hesitations, offering to connect prospects with past clients, and adding extra value. The host emphasizes that follow‑up should aim to bring the prospect back into dialogue so objections can be addressed, and she invites listeners to DM her on Instagram for personalized help.
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Welcome to five Minutes of Momentum. These episodes are a short five minute burst of inspiration, motivation and massive action. If you need that little kick up the butt to get things moving and to inspire you to take massive action, then every single Thursday, I'll be sending you through a five minute episode to download, digest and implement to finish your week off strong. Are you ready to get started? Let's go. Welcome back to five Minutes of Momentum. So excited that you are here today. I want to talk to you about follow up. There is so much money in the follow up and majority of the people don't do it because they just don't know what to say. And so I want to share with you some specific things to focus on in regards to follow up. So first things first, we need to have a follow up process. Like you need to determine straight up, like how many times do you want to follow up? What is your follow up process? And also how does your ideal client want to be followed up? We need to determine what that is first before we can then just go straight into like what to say. Okay, so if you've been avoiding follow up because you're fearful of the rejection, if you have been avoiding follow up because you don't know what to say, if you've been avoiding follow up because you're like, I don't want to pressure people, I don't want to be sales, you don't want to be pushy. This is where you need to work on your sales. Because follow up is not pushy or salesy or sleazy. It is actually how you show that you care. I want you to put yourself in your ideal client's shoes. If you were looking at a major investment, right, whatever it is that you charge most likely is a major investment in their business and are looking to choose someone to work with, they're looking someone to help them with a specific area of their business or the specific area of their life and they truly want to make that investment. It is natural for a customer to have a slight hesitation before they make the investment. In that stage of hesitation is where you follow up to support the conversion. But to support that decision making process and to help them overcome that hesitation, when you leave them sitting in that hesitation, they'll most likely not move through it on their own. And in that time they want the confirmation, they want the certainty that working with you is the right decision. And how do you do that? You follow up and show that you care. So if you were in your customer's shoes and you were looking at that Major investment and you'd had the original conversation with someone about that investment. So it could be post sales call, post dm, post sales page, like post review in the sales page and you've had no follow up. So no email, no message, nothing. How would that make you feel? How would that make you feel if they've just like dropped the information and ran? Most likely would make them feel like you don't care enough to follow up. The amount of times I've had this happen in my business, the amount of times that I'm like, oh gosh, I really want to make this investment, but I'm kind of sitting in this hesitation. I'm sitting, I have questions, but it feels uncomfortable as a customer, it feels uncomfortable to reach out and ask those questions if you're sitting in hesitation. So if the business owner does not reach out and answer those questions, or at least open up the conversation again to have those conversations to overcome those objections, then it can feel really uncomfortable and they just will sit in that uncomfortability, just not take the next step. So as the business owner, you need to be the one that moves through that uncomfortability of following up because you need to show that you care. So what is your follow up process? Get really clear on what that is so you can stick to it and not be fearful of it. Then you need to determine what are the objections your ideal customer's having. So I mean I could spend a whole episode on this, right? Because one of the things that I mean like a long, long episode on this, not just a five minute one. Because when it comes to the follow up process, you need to know what your objections are. Because if there is a reason why they haven't converted on the sales call, if they're sitting in that hesitation piece is because most likely you don't know their objections and you haven't overcome that for them. So you need to get really clear on those. But let's just get to the core port point of this episode. What do we say in the follow up? If you're not following up, you need to get clear on what you're making it mean first. Because your mindset is the one that's preventing you from follow up. So if you just show that you care, that's the next thing. I just show that you care. If you were in your ideal customer's shoes, how would I show them that they cared? And the first things first is you actually don't follow up with the intention of asking what their decision is. If you go straight to the decision. They're still sitting in the hesitation and you're putting pressure on them that way. Right. So we want to put that decision to the side. We want to focus back on the conversation that we had and we want to speak to any other value, or we want to speak to what their hesitation could be, or we want to just open up the conversation and encourage them to ask more questions. So I would even say things like, I'm sure you have questions. It was a lot of information that we dived into. I would love to know what questions do you have. Right. I would love to know what you're hesitating on at the moment. Because everything that we spoke about, I feel like this would be the absolute perfect fit for you. I'd love to know what you're hesitating on. Or it could be you just show more value. Show them that you've been thinking about them. Show that you've been considering what the impact your work together could have. Right. Speak to the certainty of the results that you create. Sometimes I've even said to them, if you feel uncomfortable making this decision because you're not really sure what you're going to get out of it, if you would like to talk to someone, as in a past client of mine that has been through this process or has worked in unstoppable sales with me, I'm more than happy to share with you a couple of people that you can talk to and they'll be completely honest with you. And you know, it's not me saying, yes, absolutely, you should work with me. You can more than welcome for you to talk to other clients of mine. Right. Because I've got so many clients to do that for me. Right. That I just absolutely love. And so if that also helps them move through the hesitation, you could do that. There are so many things that you could say in the follow up, but the whole point of the follow up is to get them to come back to the conversation. Right. That's a whole intention. So don't ask them what their decision is, or don't check in and be like, hey, where you're at with your decision. No, we want to really start to consider how do we get them back to the conversation? Because you cannot help them overcome the objections if you don't know what they are. So we want to make them feel comfortable. We want to make them feel okay with sharing with you what their objections are. So don't put pressure on. Bring them back to the conversation and let's nurture that conversation and if you feel uncomfortable there, that's where you need to work on sales, because that's where it comes back to dealing with objections. If you want help with this, send me a DM on Instagram and we could talk about it. If you've had a recent one where you're like, oh, I don't even know how to follow up, send me a message and I'll give you a specific way that you can follow up. All right, lovely. Enjoy the rest of your day and I'll speak to you soon.
