5/24/16

Follow Up to Follow Through



Do you think you rush to find and answer your phone because it rings? Actually, you answer the phone because you want to connect with the person on the other end. Everyone likes to hear from a friend. Make all your clients and prospects friends and get over call reluctance.

Here are a few suggestions for growing your business.

1. That’s great, now do it again. It takes a while to grow your business. When your efforts produce smaller results than expected, instead of becoming discouraged, say to yourself, “That was great. Now get out there and do it again.” As you do it again and again, results grow in direct proportion to your growth.

2. Make melody even if you can’t sing. Mary Kay Ash says everyone has a sign around his neck that says, “Make me feel important.” What better way to make someone feel important than by using his/her name. Hearing your own name is music to your ears.

3. Have an agenda of “I want to connect with you.” It is all about relationship. As you develop relationship with clients and potential clients, future calls are not to be dreaded, but embraced. After all, who does not like to hear from a friend.

4. Rekindle the lost art of snail mail. A hand written note speaks volumes, and a postcard works great. E-mails are okay, but a hand-written note is even more special because it is considered heartfelt. A hand written note is so rare, that the receiver will a) feel extra important, b) tell others or display it on a bulletin board, and c) remember you. Through the written word, though absent, you speak.

5. Rise above perceived rejection. As you follow up, some will say “yes” and some will say “no”. So what? “No” is not fatal unless you allow it to be. Someone else is waiting. Instead of seeing it as a rejection, change your focus and see it as another opportunity to have touched this person’s life.

6. Establish yearly check-ups. Dentists and Doctors do it. Lawyers and Investment Officers do it. You do it. Make a point to contact each client, contact, and potential client at least once a year. Sample dialogue: Hello, Tom! This is Mona Dunkin, I met you at Rotary in April. How are things going? I can’t believe how time has flown and I wanted to check to see how I may serve you. May I have ten minutes of your time next Wednesday? Great, see you then.”

7. Smile before making a call. It shows in your voice.

Every time you make follow up calls - on the phone or in person - and every time you go networking, repeat to yourself, “I love making calls to new people that will end up being great clients and wonderful friends.”

Then do it.

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