By Trina Newby, a.k.a. Queen Trina
Someone has asked about your services, downloaded your resource, or requested your pricing. You have an opportunity to serve, but what happens next? If you are waiting for every interested person to return on her own, some promising conversations may never move forward.
Following up can feel uncomfortable when you worry about bothering people or hearing no. Yet a thoughtful message can help someone get an answer, understand her options, and make a decision. Your responsibility is to offer clear guidance and give her room to choose.
Our October theme, “Finish Like A Queen: Market, Sell & Prepare for What's Next,” now brings us to the conversations that connect interest with a buying decision. Begin with the opportunities already before you. Follow up with purpose, explain your offer confidently, and make purchasing straightforward.
Organize the Opportunities You Already Have
Start by reviewing recent inquiries, consultation notes, proposals, and conversations. Who requested information? Who mentioned a specific need? Who asked you to reconnect later? These details help you identify appropriate next steps.
Record each person's need, the last conversation date, and any action you promised. Prioritize people awaiting an answer or proposal and those who agreed to a particular follow up date. Someone who downloaded a guide may still be exploring; someone who requested a proposal has expressed a different level of interest.
Use a spreadsheet or your customer relationship management system to keep this information together. Reserve time on your calendar to review it so opportunities do not depend on your memory.
Follow Up With a Reason to Reconnect
A useful follow up refers to the person's situation and makes responding easy. Instead of sending only “Just checking in,” connect your message to what you discussed.
For example: “Hello, Denise. You mentioned wanting your new service page ready before your holiday promotion. Have you decided on the package you want to feature? I can answer questions about the website proposal and help you identify the next step.”
Agree on timing whenever possible. At the end of a consultation, ask whether reconnecting on a specific day would be helpful. If someone stops responding, send a brief closing message that leaves the door open without creating an endless cycle of reminders. Honor a request to stop contacting her.
Understand the Need Before Recommending the Offer
A sales conversation begins with listening. Ask what the person wants to accomplish, what is getting in the way, and when she hopes to move forward. Confirm what you heard before recommending a solution.
You might say, “It sounds like your main concern is keeping customer inquiries organized while you prepare your holiday orders. Is that correct?” This gives the prospect an opportunity to clarify what matters most.
Recommend the service or product that fits the need you can actually address. If your offer is not suitable, say so. Serving with integrity includes recognizing when a prospect needs something different from what you provide.
Make a Clear and Confident Offer
Once you understand the need, explain your recommendation in plain language. Describe what is included, the price, the expected timing, and what the customer needs to do. Connect those details to the concern she shared.
A virtual assistant might say, “My customer communication setup package includes organizing your inquiry inbox and creating five response templates. The price is $350, and delivery takes five business days after I receive your completed questionnaire and access information.” These sample terms show how specific an offer can be; use your own approved pricing and delivery commitments.
Then ask for the decision: “Would you like to move forward with this package?” Allow time for an answer. Confidence does not require a long speech or an apology for charging; it requires knowing what you offer and explaining it honestly.
Address Hesitation With Respect
When a prospect hesitates, avoid assuming you know why. Ask, “What would you like to clarify before deciding?” Her concern may involve timing, price, scope, or whether the service fits her situation.
If price is the concern, explain the scope and value without making promises about guaranteed income or results. If you already offer a smaller package or payment option, describe it accurately. You do not need to invent a discount to keep the conversation going.
If she needs time, ask whether she would welcome a follow up and agree on a date. If she declines, thank her for considering your business. A respectful conversation protects the relationship regardless of the outcome.
Make Buying Easy and Confirm the Agreement
When someone says yes, provide the exact next step. Send the relevant agreement, order form, invoice, or payment link. Explain what happens after payment and what information you need to begin.
Check the purchase experience yourself. Confirm that links work, prices match your offer, and instructions are understandable on a phone. Keep delivery dates, service boundaries, and applicable policies clear before the customer commits.
Once the purchase is confirmed, acknowledge it promptly and welcome the customer. A clear transition from selling to delivery helps you fulfill the promise that earned her trust.
Prepare Your Holiday Offer for Real Conversations
Before promoting your holiday campaign, confirm what you are selling, who it serves, and how people will purchase. Prepare answers to likely questions about availability, delivery, and what is included. Use deadlines only when they reflect actual ordering requirements or capacity.
Galatians 6:9 encourages perseverance in doing good. Let that encouragement strengthen your consistency while keeping honesty and service at the center of your sales conversations.
This week, review three existing opportunities, identify the next appropriate action for each, and complete those actions. Queen, the next step may be a helpful reply, a clear offer, or an invitation to buy. Give each opportunity thoughtful attention and each person the freedom to decide.
ABOUT THE WRITER
Trina Newby (a.k.a. Queen Trina) is a Business Success Coach, Founder of Women About Biz, blog writer and host of the Successful Woman Radio Show. Through her Crown Club, she helps women to experience success in accomplishing their business goals and generate the income they desire. Click here for a FREE Coaching Session to learn ways you can start your online business.