Prospective clients need your help but may hesitate to take the next step. There are things you can do to nudge them in the right direction.
Start by prompting them to take action of any kind. Ask them to do something easy—like your post, share your link, or forward your email. Easy to do and when they do it, they’re more likely to do it again.
You might ask a question. What do they want you to write about in your next post? What did they like best about your last one? Which do they prefer, X or Y?
Maybe you ask them to subscribe to your podcast or watch your video and leave a comment. Sign up for your webinar and tell their friends, or reply and tell you if they have any questions.
You ask for little things and they do them. They get used to responding and interacting with you, which helps build familiarity and trust, and prepares them to take a bigger step.
When you ask them to call to ask questions or schedule a free consultation, or to fill out a questionnaire and tell you about their legal situation, they’ll be that more likely to do that.
But here’s the thing. When you ask, not everyone will respond.
People do what they do.
So, you need to ask again. And again. And again.
Never stop asking.
Be nice about it. Ask in different ways and at different times. But keep asking—until they buy or die.
If you keep asking, eventually they’ll take the next step.
And then you can ask them to do something else.
