It takes a lot of time, effort, and sometimes money to find a new lead and get them on a sales call.

That's why it breaks my heart when I hear stories of Fractional CFOs finishing a sales call and then just sitting back with their fingers crossed, hoping the prospect signs the proposal!

Successful Fractional CFOs understand that the sales process is a proactive journey that continues even after the sales call ends. 

Today, I'm going to share 3 quick but powerful steps that you can take after a sales call that will land you more clients.

Let's dive in.

Reference Your Prospect's Pain Points In Your Proposal

The first step is to make sure you reference some of the prospect's pain points in your proposal. I recently wrote about the importance of identifying your prospect's goals, dreams, aspirations, fears, and uncertainties.

Pick one or two of the heavy hitters and reference them in your proposal. But also be sure to mention how your services will be able to help them overcome those issues.

Here's an example: 

Hey Bill, 

Great talking with you earlier.

I appreciate you sharing so openly and candidly with me on the call. I know how overwhelming it can be trying to juggle the timing of high-dollar decisions like pay raises, hiring a new COO, and making estimated tax payments. 

I'm confident that, with proper cash flow forecasts and projections, you and I can work through those decisions together and ensure that you're on solid ground when it comes to cash.

As promised, I've attached our agreement below. 

Please don't hesitate to reach out if you have any questions! 

Rachel

I love how that example hits on their pain points and explains how the CFO services will help address them.

Send A Hand Written Thank You Note

Man, I feel like this is dating me, but I LOVE sending a handwritten thank you note immediately after sales calls. 

Yeah, it's OG, but literally no one else is doing it these days, so you'll stand out as someone who's truly grateful and committed.

A few years ago, I picked up 200 customized thank-you cards from some random online service. I think I paid $200 for the cards and the envelopes. 

 As soon as anyone on our team finishes a sales call, we handwrite a quick thank you note, take it to FedEx, and have it overnighted to the prospect. 

Yeah, overnighting it costs about $45, but it's worth the investment if it means landing a $70,000/year client. 

Why do I overnight it? 

I want them to have it the next day. I want to stay in the front of the prospect's mind until they reach a conclusive decision as to whether we'll work together or not. 

Send A Video In An Email Or A Text

If I haven't heard back from a prospect within two days of completing the sales call, I like to send them a video, preferably via text (but email also works if needed).

In the video, I like to reference again one of their big goals, dreams, aspirations, fears, or uncertainties and how we can help them.

I like to mention that my team and I are excited to get started with them.

Finally, I like to drop in a call to action.

This is a 60 to 75-second video.

Nothing fancy. 

No editing.

Look, you put in a ton of effort to get a prospect on a sales call. And if you're trying to grow your firm, you know you've got to close as many precious leads as possible. 

Don't put in all that effort and then drop the ball at the 5-yard line. Put in a little additional effort at the end to maximize the likelihood that they will become your next amazing client. 

Your Coach,
Michael