Written by Grace Moores
If you don’t have a follow-up strategy, you are setting yourself up for disappointment. Most of my clients never returned my initial calls or emails, but they did with follow-up, which in turn has brought in revenue and resources over the years.
Follow-up is not hard to do and doesn’t take up a lot of time. For most of us it is the fear of rejection and coming across as too pushy. Not everyone is going to be your customer, and that is ok because realistically, you don’t want everyone to be your customer.
Here are 7 steps for overcoming the above, and developing a follow-up strategy that brings you revenue.
Keep a Call Log
You can do this in a CRM program or on an Excel spreadsheet. You only need 3 columns:
- Date – the date you called
- Who – who you spoke with
- Next Steps – do you need to follow up? If so, when, or are you taking them to the next step of your sales process?
The Right Person
Make your first call about identifying the right person. There is nothing worse than spending weeks following up with someone only to find out they are not the right person. Argh! Such a waste of time.
Expect to follow-up. People are busy, and in case your email doesn’t jump straight to the top of their to-do list, schedule a date in your calendar or call log to follow up, just in case you forget! Follow-up calls or emails should be between 3 – 5 working days. If you are following up after an in-person meeting, try to aim for 1 – 3 days. Continue reading 7 Tips to Create a Follow-Up Strategy