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Your leads have gone quiet. So what is your immediate reaction? For most of us it is that you have to push and you have to push harder. Quite often that is totally the wrong thing to do. So let us have a conversation about that.
Take a Breath
When we stand up against a brick wall and we have our nose on the brick wall, we cannot see anything else. If we try to push it over, it is not going to happen. That is what it can be like when our leads have gone quiet.
You have been doing really well. Things have been ticking along quite nicely. You get to the end of some of your coaching agreements or a big contract and now you are thinking, where do I get the next clients from? We think we need to push harder. Quite often that is totally the wrong thing to do.
First up, take a breath. Slow that panic down. Think about what it is that you already have that you can use. Who have you been talking to? What have you been doing? Do you have leads that you have not followed up on?
Sometimes having a quiet patch is not a failure. It is just a great time to take a breath and get some feedback. Make sure you are looking at those little signals and not thinking of it as a verdict. Just slow down.
Stop Grasping. Start Connecting.
Remember, when you push too hard it quite often backfires. You have that grasping energy. You go out and chase people in the wrong way. You are looking for clients and you are grabbing at it. So settle down and think about what you can start doing.
When we panic, we create grasping energy.
We:
- Post everywhere at once.
- Change our offer.
- Drop our prices.
- Start chasing cold leads aggressively.
So take a breath and think about how you normally get your clients. Are you doing that? Do you have some follow up to do?
Following up is great, even if you have not been doing it for a while. Make sure you are not doing it in that grasping energy. Start by having a conversation. See where they are at and how you can help them. Maybe just start that networking chatter again to see if you are the right person for them.
Some leads will have gone cold and that is okay. It might be a case of nurturing them. Even if they did get a coach when you thought you were the clear choice, nurturing can help. We do not often have coaches forever. You can stay top of mind and before you know it you are back there again.
Think about doing it the right way, nurturing the relationship, not just going out for a sale.
Create a 3 Part Reset
If you keep pushing too hard you will just end up exhausted and the revenue will not come. Do not go full speed in the wrong direction because that will only make you tired. Keep it simple. Keep it practical.
1. Lead With Relationships
Start with the right connection. Your warm audience is who you need to talk to. They already know who you are. Think about 10 warm prospects. Are they past clients, old leads, networking connections or people you have engaged with before? Start with a simple message like “I was just thinking about you and wondering how things are going”.
No pitch. Just connection. Conversations start networks. They start relationships and that is how revenue flows.
2. Clarify Your Offer (Don’t Change It)
When leads are slow, make sure your messaging is on point. Not a new message, just tighten the one that you have. Is your offer clear about what you are doing? Are you actually making offers?
That does not mean spreading them everywhere and turning into spam. Just make sure you are putting some out. How easy is it to say yes? Are people jumping through too many hoops? Is there anything that needs tightening?
Write one clear offer and send it through your normal channels. If you have not been sending emails lately, send a simple check in email and put your offer at the bottom. Make sure it is clear how you help, how you help them and in what time frame. Start doing it regularly.
Set processes so it ticks along even when you are busy. Clarity creates momentum.
3. Be Consistent
Keep doing your marketing even when you are busy. Business can feel like feast and famine. If you keep marketing regularly you will get leads coming in without panic mode setting in.
Quite often we forget to invite people into our ecosystem and invite them to work with us. If you have a workshop coming up, make sure you have a clear call to action at the end. Send follow up emails. Recap what you offered. Ask them to complete a survey. Offer free value and then mention your offer and ask if they are interested.
No sales pitch. No sleazy sales. Just, are you interested? I will contact you if you tick yes.
Keep it easy. Then think about simple invitations. One email, one post, one direct message. You do not need to overdo it.
Reset Your Mindset
What are you telling yourself that is not helpful? The leads have not disappeared. They are just not there at the moment. What can you do to help them along? Return to the basics. Think about where you have got clients from before and amplify those things.
Remember: You Don’t Need to Push. You Need to Be Clear
You do not need to be pushy. You just need to be clear. Quite often you do need to make the ask because people do not realise you are available. Particularly if you have been busy, they might assume you have no spaces.
Get into a weekly rhythm. Not hours and hours of work. Just 1 visibility action, 1 follow up action and 1 clear invitation action. You do not need to reinvent anything. You do not need shiny objects.
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Your Leads Have Gone Quiet? Do This Before You Push Harder
When you push too hard, you exhaust yourself. When you get clear, momentum builds naturally. Remember to pick one tip. Implement it today. You have got this.
Listen to the full episode of Small Business Talk episode 335.
You can also find the video versions of the Small Business Talk Episodes on YouTube.
