I remember when I first started my business years ago. Like most entrepreneurs, I knew how to do the actual work in my business, but the big question was: how do I get leads? And more importantly, how do I get qualified leads that turn into paying clients?
Let’s be real—if you don’t have leads, you don’t have a business. That’s why learning the art and skill of sales is non-negotiable. No matter what industry you’re in, as an entrepreneur, you are the #1 salesperson for your business. Even today, as the CEO of multiple businesses, I’m still the top business development person in my companies.
If you don’t know how to attract leads and close them, your business won’t survive. And I don’t want that for you. So let’s dive into proven sales strategies that will help you turn your leads into loyal, paying clients.
The #1 Mistake Entrepreneurs Make: Failing to Follow Up
I can’t stress this enough: the fortune is in the follow-up.
I see it all the time—entrepreneurs go to networking events, collect business cards, connect with people on LinkedIn, and then… nothing. No follow-up. No check-in. No nurturing the relationship. This is the fastest way to lose potential business.
💡 Here’s a game-changer: My highest-dollar sales didn’t happen after one conversation. They happened because I was persistent. I followed up regularly and built relationships. Many of my clients didn’t even know they needed my services at first, or they were already working with someone else. But because I stayed in their line of vision, when they were ready to make a switch, I was their first call.
✅ How to Systematize Your Follow-Ups:
- Keep a spreadsheet or CRM with the date, business name, contact, method of communication, and follow-up notes.
- Mix up your outreach methods: one month via email, next month a LinkedIn DM, next a phone call.
- Engage with them on social media—comment on their posts, congratulate them on achievements, and stay in their feed.
- Call them! Emails are easy to ignore, but conversations close deals
People Buy from People—Not Just Businesses
If you want to close more sales, you need to build trust. People don’t just buy a service—they buy a solution to their problem from someone they trust.
So, how do you establish credibility?
📌 Use the Know-Like-Trust Factor:
- Know – Be visible and show up consistently. Let people know who you are and what you do.
- Like – Build relationships. Follow your prospects on social media, interact, and connect on a personal level.
- Trust – Showcase your expertise with testimonials, case studies, and social proof.
✅ Quick trust-building tips:
- Next time you follow up with a prospect, mention something personal—like their child winning a soccer competition (if they posted about it).
- Share testimonials and case studies in your emails and social media to show real results.
- Position yourself as an authority in your industry by sharing valuable content, whether it’s blogs, podcasts, or LinkedIn posts.
Qualifying Your Leads: Who’s Ready to Buy vs. Who’s Just Browsing
Not all leads are created equal. Some people are just browsing, while others are ready to buy today.
At my digital marketing agency, when someone requests a consultation, they fill out a form. One of the questions asks:
💡 On a scale from 1 to 5, how ready are you to invest?
- 1 = Just looking around
- 5 = I have my credit card ready to go
🚀 We only take calls with 4s and 5s. Why? Because our website already answers the questions for 1s and 2s. Instead of wasting time on unqualified leads, we let them warm up by getting our newsletters and consuming our content until they’re ready to buy.
✅ How to Pre-Qualify Your Leads:
- Use applications or intake forms before scheduling calls.
- Ask questions that reveal their readiness to invest.
- Give cold leads time to warm up—nurture them with content until they’re ready.
Handling Objections Like a Pro
Most entrepreneurs fear rejection. But here’s the truth: a “no” often just means “not yet.”
If a prospect says, “I need to think about it,” here’s what I do:
👩🏽💼 Me: “What exactly do you need to think about? Because you told me your current courier service is delivering late, which is hurting your reputation. Our five-star courier service works with major brands like Duke University and Netflix, and we guarantee reliability. So, what’s holding you back?”
🔥 Overcoming the ‘Too Expensive’ Objection:
- “You’re already paying for something cheaper… and getting late deliveries. You get what you pay for.”
- “Companies like Netflix trust us—imagine how seamless your operations would be with our service.”
Your ability to handle objections makes or breaks your sales success. Be prepared with rebuttals that reframe their hesitation into a reason to buy.
Retention & Upsells: The Money Is in Repeat Clients
Your best customers are the ones you already have. If you’re constantly chasing new leads but ignoring retention, you’re losing long-term revenue.
✅ Retention Strategies That Work:
- Deliver exceptional client experiences so they keep coming back.
- Offer upsells and additional services that increase their lifetime value.
- Keep in constant communication—weekly check-ins, newsletters, or client appreciation gifts.
💡 Think long-term: If I close a three-year contract today, that’s guaranteed revenue for three years. And in year three, my goal is to renew them for another three years. That’s how you create sustainable, long-term growth.
Action Steps: Start Closing More Sales Today
If you want to see real sales growth, here’s your action plan:
✅ Create a lead-tracking system (spreadsheet or CRM).
✅ Follow up regularly using emails, calls, and social engagement.
✅ Pre-qualify leads before spending time on sales calls.
✅ Prepare rebuttals for common objections.
✅ Focus on retention and upsells to maximize revenue.
If you’re struggling with sales, I can help. I offer 1:1 sales coaching to help entrepreneurs master lead conversion, close more deals, and grow their businesses. If you want to become the #1 salesperson in your company, schedule a consultation with me today.
Let’s get you closing more deals and increasing your revenue—because your business deserves to thrive! 💼🔥
