Why You Need to Follow Up
Take this as a sign from the powers above, a guardian angel, a pet or the universe. It is time to follow up with that client from over a month ago. Somehow "life" got in the way of talking to all those great contacts met at networking events and private social mixers. The business card or friendly text sits in the "still to do" list.
Yet this is where all the riches lie. There is power, and money in following up with business relations.
Right now there are relationships withering on the vine, lacking nurture.
Business is a human endeavor . With the word human emphasized.
Business is more than cold hard facts and numbers. Business is about people first. Treat people we meet as genuine interests, not an obstacle or goal to overcome. It's about showing real interest in people and understanding everyone struggles in life. Everyday has its hardships and challenges. Replies need to be more than a smile and nod. Show empathy to people and be patient.
Follow up is more than a simple call.
When you follow up with someone, you should approach them in a process oriented, yet organic way. Email, phone, text, social media, or in person should be in the plan. It takes anywhere from 5 to 15 touches to get a client to engage with you. Plan on touching base with them many times. Have a plan for it. Yet execute it with understanding. People will usually not pick up the phone on a Monday morning. Emails often get answered at night and they take time for replies. Texts can get lost by carriers and bad cell phones. Clients expect a follow up or else they would not have expressed interest. There is good business courtesy in politely following up.
Have an agenda for the conversation.
Know your agenda and stick with it. Often you will be the guide of the conversation. Initial meetings should be about introductions and discussing backgrounds along with initial needs. By the second discussion you should know if your client shows interests in your product. A follow up proposal meeting will help clarify the needs and if the customer wants your services. There is nothing wrong with walking away after the second conversation. Do your best to part as friends.
Listen more.
The true power lies in listening to your customer's needs. Often the initial needs spoken are not their true needs. You need to practice empathy and understand what the client needs. True power comes from being the best listener in the room. Stay in the moment of NOW and do not get distracted. As you follow up make sure to let them talk. Ask them good, open ended questions and enjoy what they have to say. You will win more business this way.
Everyone counts.
There is no such thing as a "big waste of time" if you treat people like people first. They will refer a friend to you. Understand that the relationship is the most important part. Learning to identify with others who are different from you helps you to grow as a person.
If you want your business to grow and flourish you need to become a people first person.
