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Read time: 2 mins
Ever had a sales conversation where everything seemed to be going great, and then... nothing?
We had a client recently who faced this very issue.
They had a fantastic conversation with a potential client, but then—crickets.
And the deal slipped away.
We don’t want that to happen to you.
The truth is: After an initial consultation or sales conversation, it’s incredibly easy to lose momentum.
If your potential client isn’t ready to move forward right away, it’s common for them to start second-guessing their decision or get sidetracked with other things.
And just like that, you’ve lost the opportunity.
So how do you prevent that from happening?
Here’s how we think about it with our clients:
HOW TO KEEP GREAT LEADS FROM GOING COLD
1. Make Sure You Fully Address Their Needs
This isn’t about pressuring someone to sign immediately.
It’s about ensuring they leave your conversation feeling confident that you can provide the right solution to their problem.
This means:
- Answering their questions thoroughly
- Offering clear solutions tailored to their needs
- Reassuring them about the outcomes they can expect
Give them everything they need to feel certain about their choice.
2. Be Ready When They Are
If you’ve addressed their needs, and they’re ready to move forward, don’t leave them hanging.
DON’T send them a sign-up form via email that they may forget about and never return.
Have everything prepared for them: pre-filled forms and clear next steps.
Confirm they’re ready: “It seems like this is a great fit for us to support you. What are your thoughts?”
If yes, sign them up: “I’m really looking forward to working together—just initial here, and I’ll send you a copy for your records.”
3. Have Clear Next Steps (If They’re Not Ready)
Not everyone will sign up on the spot, and that’s completely fine.
Just don’t lose momentum.
Schedule the next meeting within a timeframe that works for you both (e.g. 24-48 hours).
In the meantime, send them a summary of everything they need, including your sign-up form.
When you meet again, support them in finalising the process.
Bottom Line:
The key to preventing leads from going cold is to keep them engaged and confident.
Help them feel certain in their decision, have their paperwork ready, and always have a clear plan for what’s next.
By being organised, proactive, and clear, you can ensure they’ll stay engaged and be ready to move forward when the time is right.
And if you need help streamlining your sales process, let us know - we’re here to help.
Speak soon,
Lynne & Steve
TLDR:
To keep leads from going cold after your initial consultation or sales conversation:
- Ensure they leave confident in their decision.
- Get them signed up during the conversation if they’re ready.
- Schedule follow-up meetings and send over the engagement form if they need more time.
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