It’s All In The Follow-up…
It’s All In The Follow-up…
If she's interested in learning more about your services and how you might help her, you can just assume she'll call you, right? I mean, if you contact her, to try to learn more about her situation and tell her more about your services, she'll think you're needy or pushy or have some ulterior motive, won't she?
So, you don't try to approach her and, although you hoped she was impressed and interested, she doesn't call.
We give ourselves many reasons for not following-up with the people we meet. We tell ourselves:
~If they're interested, they'll contact me
~If I contact them, I'll be seen as pushy
~If I contact them, they'll think I'm desperate for business
~I have more immediate and more important things to do
But all of these "reasons" are the work of the But Monster--they're simply excuses you make because you're afraid of being rejected.
Let's look at these excuses more closely:
If they're interested, they'll contact me. On occasion, this does happen, but maybe they've misplaced your card and forgotten your last name or simply got busy with their own work. If it seemed as if they were interested, shouldn't you contact them to be sure?
If I contact them, I'll be seen as pushy. If you're pushy, you'll be seen as pushy. The contact is just a way of asking if they'd like to continue your dialogue.
If I contact them, they'll think I'm desperate for business. Most people view a follow-up contact as an expected business practice. They may or may not be receptive to it, but they will not see it as needy unless you make it appear that way.
I have more immediate and more important things to do. How many of things you're doing are more important than bringing in new clients?
Follow-up contact works best when you do it right away, and it's easy. You can choose among making a phone call, which is the most effective way; sending a hand-written note, which is viewed as special and personal but involves precious time waiting for delivery; and e-mail, which is not as personal, but can be done instantaneously, the next day or over the weekend.
Here's an example of an e-mail or hand-written note:
Tom,
It was a pleasure meeting you at Pete's party the Friday night.
You mentioned your son was sick. I hope he's feeling better.
I had the sense from what you told me about your situation that I might be able to help. If you'd like to get together, so I can learn a little bit more, let me know.
Either way, though, I hope our paths cross again.
--Sandy Schussel
A call might sound something like this:
Hi, Tom. This is Sandy Schussel. We met at Pete's party last Friday... I had the sense from what you told me about your situation, that I might be able to help you. We could talk on the phone if this is a good time or, if you'd prefer, we could set up a time to get together and talk. What are your thoughts?
Follow-up contacts, especially phone calls, open opportunities you might never have expected. Create a mindset that follow-up contact is one of your most important jobs and that it can help you grow your business.
Its All In The Followup - To learn more about this author, visit Sandy Schussel's Website.
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You met someone at a party who is in a position where she might be able to use your services. You had the "What do YOU do?" conversation and you exchanged business cards.
If she's interested in learning more about your services and how you might help her, you can just assume she'll call you, right? I mean, if you contact her, to try to learn more about her situation and tell her more about your services, she'll think you're needy or pushy or have some ulterior motive, won't she?
So, you don't try to approach her and, although you hoped she was impressed and interested, she doesn't call.
We give ourselves many reasons for not following-up with the people we meet. We tell ourselves:
~If they're interested, they'll contact me
~If I contact them, I'll be seen as pushy
~If I contact them, they'll think I'm desperate for business
~I have more immediate and more important things to do
But all of these "reasons" are the work of the But Monster--they're simply excuses you make because you're afraid of being rejected.
Let's look at these excuses more closely:
If they're interested, they'll contact me. On occasion, this does happen, but maybe they've misplaced your card and forgotten your last name or simply got busy with their own work. If it seemed as if they were interested, shouldn't you contact them to be sure?
If I contact them, I'll be seen as pushy. If you're pushy, you'll be seen as pushy. The contact is just a way of asking if they'd like to continue your dialogue.
If I contact them, they'll think I'm desperate for business. Most people view a follow-up contact as an expected business practice. They may or may not be receptive to it, but they will not see it as needy unless you make it appear that way.
I have more immediate and more important things to do. How many of things you're doing are more important than bringing in new clients?
Follow-up contact works best when you do it right away, and it's easy. You can choose among making a phone call, which is the most effective way; sending a hand-written note, which is viewed as special and personal but involves precious time waiting for delivery; and e-mail, which is not as personal, but can be done instantaneously, the next day or over the weekend.
Here's an example of an e-mail or hand-written note:
Tom,
It was a pleasure meeting you at Pete's party the Friday night.
You mentioned your son was sick. I hope he's feeling better.
I had the sense from what you told me about your situation that I might be able to help. If you'd like to get together, so I can learn a little bit more, let me know.
Either way, though, I hope our paths cross again.
--Sandy Schussel
A call might sound something like this:
Hi, Tom. This is Sandy Schussel. We met at Pete's party last Friday... I had the sense from what you told me about your situation, that I might be able to help you. We could talk on the phone if this is a good time or, if you'd prefer, we could set up a time to get together and talk. What are your thoughts?
Follow-up contacts, especially phone calls, open opportunities you might never have expected. Create a mindset that follow-up contact is one of your most important jobs and that it can help you grow your business.
Its All In The Followup - To learn more about this author, visit Sandy Schussel's Website.
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