Here is the exact system we use — and teach — inside CLEAR Acceleration Inc. (our company) to help business owners create consistent client growth.
Step 1: Book the Next Meeting In the Meeting
Momentum doesn’t happen on its own.
You must initiate it.
Before ending any sales call, book:
- The next call
- The next step
- The next experience
This creates an automatic touchpoint and a reason to keep the conversation alive.
Inside our CRM, we track:
- The next step
- The urgency level
- The timeline
I keep this simple with a traffic-light method:
- Green = low urgency
- Amber = moderate urgency
- Red = high urgency
If you want conversions, don’t leave the next steps to chance.
Book the next meeting, in the meeting.
Step 2: Send a Recap Email
If you make an offer, you MUST follow up with a recap email.
It should include:
- Their goals
- Their challenges
- Your recommendation
- Why it’s a smart investment
- The exact next steps
- Clear investment details
This shows:
- You listened
- You understood
- You remember
- You have a real plan to help them
I’ve had clients hire me YEARS later because that recap email stuck with them.
Store it in your CRM — because when you follow up again later, you’ll want to be able to say:
“When we last spoke, your goals were X. Your challenge was Y. Has anything changed, or is this still something you need support with?”
That’s powerful. And it works.
Step 3: Share a Valuable Resource
This step builds trust without pressure.
A resource could be:
- An article
- A podcast
- A training
- An introduction
- An invitation
- A tool
- A checklist
The key is relevance.
It must directly support the challenge they shared.
Sharing value shows:
- You’re thinking of them
- You care about their success
- You’re credible
- You’re committed to helping
This is how you build equity with your potential buyer.
Step 4: Create Real Urgency (Not Fake Scarcity)
Urgency isn’t:
🚫 “Only 2 spots left”
🚫 “Doors close tonight!”
🚫 “Buy now or else!”
Unless those things are absolutely true.
Real urgency is about the cost of delaying.
For example:
If your offer is $3,000 and the client only needs one sale a month to meet their revenue goal…
Every month they wait = $3,000 lost.
If one of our programs costs $500 and helps you land a $3,000 client, the math is simple:
Spend $500 → Gain $3,000 → Net +$2,500.
So I ask people:
“How many months do you want to delay putting an extra $2,500 in your pocket?”
That’s urgency.
Logical.
True.
Respectful.
Step 5: Stay Visible
Visibility is follow-up.
Engage with their content.
Post valuable content yourself.
Stay aligned with the problem they’re trying to solve.
A great example:
A potential client watched me for two years.
Two offers.
Two no’s.
They took other courses first.
Gained knowledge — but no clients.
The gap remained.
I stayed:
- Present
- Visible
- Relevant
- Patient
Six weeks ago, I got the email:
“Christine, I’ve been watching. I now see the gap clearly. I need help commercializing my skill set. Can we talk?”
Yes.
Because I stayed visible and I continued to invite them to engage with our services and events.
Prospects are watching silently.
Don’t disappear.
Don’t Give Up Too Soon
Someone buying from another provider isn’t always a rejection — sometimes it’s your reminder.
Your reminder to:
- Track better
- Follow up longer
- Stay consistent
- Stay visible
- Stay organized
Your CRM becomes your lifeline.
Because once you reach a certain level, you rarely need more leads — you just need to work the leads you have better.
A sales mentor once told me:
“People either solve the problem or keep the problem. Until they solve it, they’re always a potential client.”
If you adopt that belief, you’ll never lose hope.
And you’ll convert more clients — consistently.
Your Business Mentor,
Christine Campbell Rapin
P.S. If you’re thinking, “Holy dina, I need this,” enroll today in our 30-Day Lead Sprint.
