By: Cameron Quinn

Ever wonder what it takes to tip a hesitant prospect over the edge into becoming a committed client? Sometimes, all they need is a little more information to make the leap. Gavin Lira and Grant Lira of The Empathy Firm have cracked the code on how to effectively leverage online media features to give your prospects the final push they need.

The Power of the Extra Nudge

When a prospect is teetering on the fence, they may just need a bit more assurance to make their decision. After a call with such a prospect, maintaining a positive conversation and keeping your company at the forefront of their minds can make all the difference. 

Gavin Lira suggests using follow-up emails with strategic media features to keep the momentum going and provide that final nudge.

Harnessing the Power of Press

After a promising call, consider sending a follow-up email featuring a relevant press article. This not only keeps the conversation alive but also reinforces your credibility through third-party validation. 

Here’s a template Gavin Lira can recommend:

Subject: Wanted to send you this

Body:

Hey [PROSPECT_NAME],

Great conversation. I was thinking about it today, and I believe this feature we got would help expand upon a bit of what we went over on our last call.

Here is the feature that shows how we [RELEVANT_DETAIL]: [ARTICLE_LINK]

Best,

[SIGNATURE]

This approach leverages the power of press to give your prospect additional context and reassurance. It demonstrates that your company is recognized and respected in the industry, making it easier for them to trust in your services.

Leveraging Podcasts for Deeper Insights

Podcasts can provide a more in-depth look at your company’s expertise and approach. By sending a follow-up email with a podcast episode you were featured in, you further reinforce your message and provide a comprehensive overview of what your company can offer. 

Here’s another template from Gavin:

Subject: Wanted to send you this

Body:

Hey [PROSPECT_NAME],

Great conversation. I was thinking about it today, and I think that this podcast we were on would help expand upon a bit of what we went over on our last call.

Here is the podcast that goes more in-depth on how we [RELEVANT_DETAIL]: [EPISODE_LINK]

Best,

[SIGNATURE]

Podcasts allow prospects to hear about your successes and strategies in a conversational format, which can be more engaging and convincing than a standard email or call.

Why This Works

The psychology behind this strategy is straightforward. Prospects are more likely to trust your company if they see that others have recognized your value. Press features and podcast appearances act as powerful testimonials, providing social proof that your company delivers on its promises.

Building Credibility and Trust

By sending these follow-up emails, you’re not just reminding the prospect of your conversation; you’re building a case for why they should choose your company. It’s about maintaining a positive touchpoint that reinforces their decision-making process with credible, third-party validation.

Final Thoughts

Gavin Lira of The Empathy Firm emphasizes that sometimes, all a prospect needs is a little more information to feel confident in their decision. By strategically leveraging press articles and podcast appearances in your follow-up emails, you can provide that extra nudge to convert hesitant prospects into committed clients.

Remember, it’s about keeping the conversation going and providing additional layers of reassurance. By using these templates, you can effectively enhance your cold outreach and increase your conversion rates. 

Take a page from Gavin’s playbook and start incorporating these follow-up strategies today to see the difference they can make in your sales efforts.

Published by: Martin De Juan