I've read and had it confirmed over the years, that following up is one of the biggest differentiators between individuals, businesses and organisations that flourish and the rest that just about get by.
Start with your own experience.
How many times have you been approached at a networking event or prospected, and after expressing some interest heard those wonderful words- " I'll get back in touch next week" - and then nothing happens.
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| My reward when I have done my daily follow up calls |
I've said it and DONE NOTHING. Firstly it's very rude and it also shows you to be all talk and no action.
And yet I still forget to follow up.
I think I fear rejection and use excuses like the dog needs a walk, or I've got other work on.
But I know if I allocate time, have all the info to hand and get on with it - I generate huge amounts of business.
So now I have a new system and I hope it might work for you.
I decide in the morning who I'm going to follow up that day. It could be one person or perhaps five.
I then get a list of all the contact details and resolve to make the calls or if requested follow up emails during the day.
Sometimes I get some done in the morning, or all during a break - but I get them done and then reward myself with something nice. Chocolate biscuits are always high up on the list with fresh ground coffee.
Currently it takes 7 to 12 contacts to secure a first order.
Most of us and that includes me, give up after 2 or 3.
When I'm stacked out with work I never follow up - when the order book is getting a bit thin, I follow up and it fills up again.
I must be mad.
But only recently after adopting my daily follow ups regardless of how much work I have, I've found the work coming in on a constant basis.
Image courtesy of tiramisustudio at FreeDigitalPhotos.net
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