Here’s a tip which will help save you a ton of time, and make it easier for you to work with: 

Never send follow up long recap e-mails to your clients!

Instead of sending an essay recapping everything you learned in discovery and all the amazing ways you can help, do this instead: 

Keep your follow up e-mails short and sweet and ONLY focus on next steps.

As a simple rule, always look forward, not backwards.  

Your goal during every phase is discovery is to always be working towards a proposal. 

The sooner you can get to proposal, the higher likelihood that a client will buy because you have momentum. 

The Law of Diminishing Intent states that the longer time passes, the less likely a client is to take action. 

So it’s critical to focus on booking next steps, and that’s all your e-mail should contain. 

When you send long recap e-mails, the key action items and next steps are likely to get missed. 

Keep it simple, direct, and focused on the future. 

For example, here’s an e-mail I recently wrote to an EVP of sales at a global company who wanted me to train a new strategic team: 

Hi _____, 

Great catching up with you today, and congrats on all the success at ______!

Upon further reflection, I think the most impactful approach to train/onboard your Strategic Sellers so they hit the ground running would be 6 months of private group coaching for your 4 Enterprise sellers starting in February, with full access to group coaching, training, and the broader UYSP program for a year. 

This hybrid approach will be more impactful and cost-effective than signing each seller up for our private 1:1 coaching program, and the small group training sessions can be customized for _____. 

I will outline exactly what I plan to cover in the private training session next week, and should be ready to review the proposal by Wednesday. Here’s a link to my calendar availability. Please select a time that works for you after 12/11 and an invite will automatically get sent out with a Zoom link:

CALENDLY LINK

Thanks,

Ian

Remember that your job is to remove as much friction in the buying cycle as possible, and make it easy to work with you. 

You do this by always keeping the momentum moving forward and focusing on what’s next in all communications. 

Not only will it save you a ton of time writing recap e-mails, but it also makes it much easier for clients to work with you. 

Clear, concise, direct communication is what you’re after. 

In this week’s training video, I outline how to accelerate your path to proposal, when to use Executive Sponsors to facilitate discovery, and why trying to “sell” during the discovery process is a major mistake. 

You can find the full training video here: https://youtu.be/Vlg0PmChl0s