Small Business Solutions…
Today I am on a bit of a rant as it really appalls me how absolutely atrocious business owners and entrepreneurs are at FOLLOW-UP. The Acronym for FOLLOW-UP is F.U.! This is what you tell your prospects or clients every time you say you are going to FOLLOW-UP and you do not. Or, you go out to networking events, trade shows or any public venue where you collect people’s business cards and details and weeks later you have not FOLLOWED-UP, or most of the time you cannot even remember where you met them.
And, most of all you cannot remember a thing about them… Not to mention that most business cards are so vague about what people do that you cannot figure out anything about them.
Here are what makes business standout from people playing business:
#1: When you go out networking and collect business cards and connect with people. The first thing I do after the event is write on the back of the card where I met the person (the event), the date and what personal information I learned about them (how many kids, what ages, married, single, likes, dislikes, etc.).
#2: I also write on the back of the card what I gave them: business card, brochure, flyer, sample, offer, everything so that I do not forget.
#3: Immediately (later that day… max. 24 hours later) after the event I email all the people I met SEPARATELY as individuals not mass emails. In the emails I write them I talk about some of the personal connection items we had and set up a time to meet with them at a future date to discuss business or any other opportunities.
#4: If I gave them a flyer for an upcoming event I have my office staff FOLLOW-UP within 24 hours to ensure that the person knows the details and that we get them confirmed for the event. You can do this as it relates to the products or services you have to offer.
#5: If you want the business… you had better be doing the FOLLOW-UP.
#6: How much is too much? I hear the most common excuses for not doing effective FOLLOW-UP:
- I do not want to seem like I am stalking them.
- I have phoned and emailed and they have not replied… they are obviously not interested.
- I do not want to be bugging them.
The list goes on and on of crappy excuses for not doing effective FOLLOW-UP. Most of the above are just excuses and your mind taking you out of the game!
Just fricking do it!!!
The simple formula is you keep in contact until you get a YES or NO answer from them.
And when you get a NO… it means no for now not in the future. Keep FOLLOWING-UP and never stop!
#7: It’s very simple, the relentless Business Owner that FOLLOWS-UP and stays focused on the task of winning and eliminates excuses, is the one that WINS hugely in business.
Are you relentless or full of excuses?
Example: A friend and colleague of mine wanted the Starbucks graphic design and print contract and called the VP of Marketing every month for 4.5 years. He won the contract eventually in January 2010 and it’s massive for his business. Work it out… he called over 50 times to the same person and all he would say is “How are things and can I assist you in any way?” They said NO over 50 times and in January 2010 they said we have a problem with our existing company, come in and see us and the rest is history!
How tenacious are you?
Are you prepared to go the extra 1,000 miles with your FOLLOW-UP or are you going to keep doing it the same way expecting a different result?
Start implementing the key FOLLOW-UP points above and watch your business change and profits soar!
Because if you keep doing poor FOLLOW-UP you are truly telling your client F.U.!
you can email colin at Colinsprake@gmail.com
Author: Colin Sprake is the CEO of Make Your Mark, a Canadian company of live seminars, online entrepreneur academy and live accountability groups that have helped 10,000’s of Entrepreneurs achieve rapid results in small business growth and development. Colin is a best-selling author of ‘Entrepreneur Success Recipe’ and trains for BMO, Sun Life Financial, Scotia Bank, T.D. Bank and lives by the tagline Business With Soul – putting heart back into business!
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