Harvest that "Low Hanging Fruit"

When you are looking to get more clients fast, think about the "low hanging fruit" that are just about ready to be picked. When you think about those you've networked with, had past appointments with or those that have expressed interest in working with you but made excuses at the time, recognize these as your warm leads. You've invested your time, energy and money on these potential clients. Don't let them go unharvested.



Most people fail to follow up on these prospects because:

• They are afraid of being too pushy


• They are afraid of rejection


• Their negative self talk gets in the say


• They are afraid to have to talk about money


• They have a fear or success


• They have a fear of failure

The problem is following up on leads is the most important step in the game. What is all the time worth that you spend capturing and cultivating leads if you fail to follow up with them? The low hanging fruit is the easiest to pick. These are the folks that you don't have to tug and pull at to get them off the branch.



Go through your contacts and make a list of those that have expressed an interest in working with you. Then create a list to keep on your desk at all times. Use your computer to print out a spreadsheet and keep a record of when you've last had contact, what the outcome was and when you promised to get back in touch again. I calendar these follow up phone calls right into my planner. 



Make a plan to sit down with this list for an hour or two each week and focus on this fruit. Be sure these folks are on your follow up email campaigns, send them an email with an article you think they might benefit from (this is where getting to know your contacts comes into play) and make routine phone calls "just to check in"with them.



Focusing on the "low hanging fruit" for the next few months will give you an influx of business and a strong finish to the year. And really, once you are comfortable with making these calls and follow up contacts it will get easier - especially when you see the change it creates in your business.



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