Artful Follow-ups
How to follow up and get results
1. Contact both new and existing customers.
Out of sight, out of mind. Remember, your biggest
competitor is calling on your best customer. Don't let that customer forget
you.
2. Use the appropriate medium.
How do they like to be contacted? Some people hate
email. ( I, personally, would not want to live without it!) Some respond
to the hand written note, others to the formal letter. Some just need a
"hello" call every now and then. Find out their preferences.
3. Be timely and be on-time.
Did you promise a call on Tuesday? You had better
show up. Were you to follow up in 6 weeks? Make it 5 1/2. It's always better
to call just a little too early than a little too late.
4. Personalize your message
"Dear Sir" and "Dear Client" just don't cut it.
Some people prefer formality while others are more familiar. Ask how the
kid's soccer team is doing? How was the recent vacation?
5. Keep in mind their milestones.
Big event in their life? Notice it. Comment on it.
Picture in the paper? Clip it and send it to them. (I just got one of these
from a client. Believe me, it feels neat to be remembered!) Birthday cards
are nice, but why not take them to lunch instead. And if you want to make
a real impression, remember someone's wedding anniversary. (Many a guy
will bless you for the reminder!) How about celebrating the anniversary
of first doing business together?
6. Remind them of what you discussed.
Summaries of conversations help anchor in what was
said and decided. People will appreciate it.
7. Prove that you listened.
Show them that you are thinking. Offer new ideas
and interpretations.
8. Demonstrate your concern.
Let them know you "got" their problem, issue, concern,
etc. "People don't care how much you know until they know how much you
care."
9. Thank them for their time.
I have been back at a client's several months after
a meeting and seen the "thank you" note I sent them still sitting on or
near their desk. Little courtesies can have a lasting impact.
10. Prime the pump.
What's going to happen next? Get them ready for
the next step. Lay the groundwork for future business.
JUMProductions
po box 522
arlington, tx 76004
vox 817.261.2108 fax 801.881.2717
contact us via email
copyright 2003 JUMProductions/Michael J. Stammer, All Rights Reserved
JUMProductions, the JUMProductions wordmark and the gyroscope logo
are all trademarks of JUMProductions and Michael J Stammer.