ne of your goals is to grow your business and increasing referrals, yes? TheFortune is in the follow-up. For some reason this is the hardest thing for people todo, the easiest thing to push to the bottom of the list.It·s time consuming, labor intensive and hard to keep track of but it·s something you
to push to the bottom of the pile. It must be at the top of the heap. Ipromise you, all the leaders in your industry have follow-up as a top priority. If it isnot yours, you are loosing opportunity and money.Let·s talk about some solutions:There are many methods of follow up and you should do as many as possible.However, be clear on the benefits of each.
are great. They·re simple, easy and free. Definitely use thistechnology. But, think about the way
manage your emails. Most peopleget so many in a day they can·t possibly read them all so they are selective. If they don·t know you, it·s deleted. If they open it, you may get 10 seconds of their time. Also, emails are a moment in time.
pened, read, deleted,forgotten (
RDF). So they·re perfect for bursts to remind people you·rearound. But don·t count on them to build relationships or for communicationuntil you have formed a solid relationship with this person.
should Always be part of your follow up plan. But make sureyou have something to say. Plan it out before you make the call. Always askif it is a good time for them to speak. Don·t assume they have time to talkwith you just because they answered the phone. Exchange pleasantries andthen be concise and to the point. Everyone·s time is valuable. When yourespect that, they·ll respect you. Set up time to meet 1 on 1 with each personyou may feel a connection too. This is a great way to find out more about aperson and what they do (so you can help them) and for them to find outmore about you and what you do (so they can
Don·t leave lengthyvoice mail messages. Your name, phone number, and a request for a call backare sufficient.
and other company updates are good tools for some industries.Be careful though. The more you send out, the greater chance that peoplewill feel you are only interested in their business and not them as a person.Relationship Building
mean solicitation. And anytime a piece of mailor email goes out with a logo on it, it is a solicitation! I would also cautionyou not to put anyone on your newsletter list without his or her priorpermission. Meeting them and getting their card
are great and should
NLY be used as a tool to buildrelationships. Cards to send are thank you, nice to meet you, birthday, have agood day, holiday, etc. Never use these types of cards for direct mailcampaigns. Greeting cards are to build upon relationships with those youhave met or already know, not for random people you·re hoping will wantyour goods or services. You are only limited by your imagination as to what