How to FOLLOW UP Without Being Pushy | 3-Step Strategy

How to follow up with leads. So I got a great question from one of my YouTube viewers, Neil. Neil's written in a few times with some great questions. This one is talking about how to follow up with leads. And so Neil wrote in and he said, "Great video, Evan. Here's my next question. How do you handle a client who says he's moving forward with you, however after days, weeks pass, they just don't sign?" So my view on following up with leads may be a little different than most people. I'm going to give you an alternative perspective. I don't follow up with clients. I don't follow up with prospects and leads. I hate it when companies keep calling on me and they're saying, "Evan, you ready to buy it? Evan, you ready to buy it? This is a great deal for you." I hate that. So why would I be that person? You know, do you like it when companies keep following up and following up with you? And if you don't, then why would you want to do that to your prospects? To me, it just doesn't make sense. I've also found that the companies that you have to keep following up with and keep pestering, they don't become great clients. You know, even if they do sign with you, they're not going to be your long-term ideal ideal clients, so I'd rather not spend a lot of time with them. So here's my 3-step strategy for, for following up with clients, okay, and prospects. Number 1 is make a lot of noise. This is by far my favorite strategy. You should be known as an expert in your field. You should be a known quantity in your field. You're great at what you do, and people should recognize that. What I would love to have happen is instead of you having to follow up with a prospect, they see that you've done this interview, or you've been featured in this article, or you just wrote this great blog post, and they see your name everywhere. And so that every time they see your name, that triggers them to say, hey, I gotta— man, we gotta get Neil on board. This guy is really an expert. And I don't care about you getting national exposure, okay, that's great, but within your field, you should be an expert and a known quantity. You need to make a lot of noise in your industry, and that comes from writing great creating great content, making great YouTube videos, doing interviews, being featured in magazines, being an on-air personality. All of these things help. You have to make noise in your industry and be the expert. The more people see your name repeatedly, the more they're gonna wanna call you and say, "Hey, let's do some business together." Okay? Number 2: Show public appreciation. Think about the people who you like working with or who are doing a great job helping your audience, your customers, and recognize them publicly. So one of the things that I'll do is I have a small business champion of the day that I'll recognize on Twitter. And these are people who, who I think are doing a great job helping out entrepreneurs. And some of them are TV personalities like the people on Shark Tank. Some of them are companies who I think are offering a lot of value to entrepreneurs. And I just recognize them on Twitter, and this goes out to my entire Twitter list, and it also copies them. And it's a great way just to stay top of mind and And I'm not, I'm not, I'm not following up with people, but I'm recognizing them and saying, hey, this company is doing a great job and encourages people to check them out. It keeps my name top of mind with them. The other thing you can do is create a blog post or make a video talking about that business and how much you like them and what they're doing. And again, that's something that you can easily share with them and just as a way to stay top of mind. Now this has to be genuine, you know, you have to actually like the company that you're talking about and think that they're doing a great job with something somehow. I'm not going to get on and do a video about a company that I think is crap and say, hey, this company is amazing, go check them out, because then I lose credibility with you and it just doesn't feel good. It doesn't feel good to do something that isn't genuine. So that's number 2. And then number 3, my last tip for following up, following up with prospects, is add value. Add value. Think about ways that that you can stay top of mind with your prospects by adding value to the relationship. Hopefully these are companies that you care about, okay? And I only do this for companies who I care about, who I want to see them be successful. I think they're doing something important, and whether it involves me or not, I wanna see them be successful. So here's an example of something I've done. Companies often hire me to do Twitter chats, and this is where I will go on Twitter and start talking about a certain topic with my audience, and maybe something like finding your passion, and the brand that hires me wants to get involved and be seen as a friend of entrepreneurs and having helped sponsor this Twitter chat. So I've done a lot of these with different companies, and one company had this really sophisticated tracking tool that measured all of the tweets and how many tweets everybody was putting out and our total numbers and whether they were positive or negative, and the amplification, all these stats about the tweets that were coming out. I thought, "Wow, this is really cool. I've never seen this before." And so what did I do? I found the name of the software and I shared it with my other clients and prospects and said, "Hey, I was working with XYZ company and they were using this really, really cool tool. You might want to check it out for the next Twitter chat you have to get some better data and analytics on it." And so these are people who I've already done some Twitter work with before, some who we've talked about it but I haven't done anything with before, and I guess it's Yes, it's a way of following up with a prospect, but it's really more just giving them value. Like, I wanna see them be successful. I'm keeping my name top of mind, but it's more the intention of helping out this person, giving them a lot of value. And when they're ready to make a decision, if they wanna move forward with it, they're gonna come to me because I've given them a lot of value and I'm also showing off, hey, I'm doing these projects with other companies. So those are my 3 reasons, my 3 methods to follow up with clients. But again, by far my number 1 most important one is make a lot of noise. In your industry, you need to be that expert and a known quantity. So good luck, Neil. Thank you for the great question. For everybody watching, keep believing. You like this video, give it a thumbs up below. Let me know what you think, leave a comment below. You have a question, leave it in the comment section underneath, I'll make a video response just like this one. And click on my face to subscribe to the channel. Thank you so much, and I'll see you soon.