Follow Up and Follow Through
Follow-Ups – Do You Do Them?
If not, why not? Are you afraid of personal rejection? Too busy juggling countless responsibilities? Whatever the reason, it’s time to stop and think about the importance of following up.
Consider this: Every time you fail to follow up on a quote, you might as well not have sent it. Every time you neglect to follow up after a business meeting, it’s as if you didn’t attend. And every time you fail to follow up after a networking event, you might as well have stayed in the office.
This might sound a bit harsh, but in truth, it’s about 95% accurate. Following up is an essential part of building relationships and securing business opportunities. Without it, you risk all your previous efforts going to waste.
Why Follow-Ups Matter
Whatever the reason for not following up, whether it’s fear of rejection or simply a lack of time, one thing is clear: when you fail to follow through, all the effort you put in beforehand may be lost. Without a follow-up, you’re left wondering how that quote or meeting might have turned out.
In a competitive market, customers are more likely to shop around. They have options and if you don’t take the time to check back in with them, rest assured your competitors will. By not following up, you risk losing a potential client to someone who does.
The Cost of Not Following Through
Let’s break it down. When you don’t follow up:
- You miss out on potential sales.
- You fail to build lasting relationships.
- You lose the opportunity to differentiate yourself from your competitors.
Following up shows that you care about your potential clients, that you’re interested in their needs and that you’re committed to helping them find the right solution. It’s not just about chasing a sale; it’s about building trust and ensuring that your business remains at the forefront of their minds.
Follow Up and Follow Through: The Golden Rule
It’s not just about making the initial contact – it’s about maintaining that connection. Whether you’re following up on a quote, after a business meeting or after a networking event, make it a priority to follow through with your promises.
Here are some practical tips to help you master the art of the follow-up:
- Be Timely: Follow up within a reasonable time frame, but don’t leave it too long. After a meeting or event, aim to get in touch within 48 hours, while the conversation is still fresh in their minds.
- Be Personal: Tailor your follow-up messages to each individual. Mention something specific from your conversation or refer back to a particular point of interest to show you were engaged.
- Be Consistent: Don’t stop at one follow-up. If you don’t hear back, give it a little time and follow up again. Persistence (without being pushy) is key.
- Ask for Feedback: If you’ve sent a quote or proposal, ask if they have any questions or need further clarification. This opens the door for further conversation and keeps you on their radar.
- Offer Value: Provide additional information or insights that might help them decide. Perhaps you could share a relevant blog post, case study or piece of advice that demonstrates your expertise.
Struggling to Remember? Use a CRM System
If you find it hard to keep track of your follow-ups, you’re not alone. Many business owners and salespeople struggle to remember every interaction they need to revisit. The solution? A CRM system (Customer Relationship Management).
A CRM system helps you track your entire sales pipeline, from initial contact to completed deals. It can also schedule follow-up tasks in advance, ensuring you never miss an opportunity again. With automatic reminders and a clear overview of where each prospect is in your sales process, a CRM will streamline your follow-up efforts and ensure that no potential business slips through the cracks.
Follow Up and Follow Through
Following up is more than just good practice – it’s crucial for building strong relationships and growing your business. In a competitive world, it’s often the follow-up that sets you apart from your competitors and secures the deal.
So, the next time you’re tempted to skip that follow-up, remember this: If you don’t follow through, you may as well not have started in the first place. But when you do follow up – and do it well – the rewards can be significant.
Make follow-ups a priority, and watch your business grow.
