F is for Follow-up

How much is too much? How often is too often? How many calls until you quit? I hear these questions and more all the time.

Coach Honoree's Business Rule #1: Make it easy for people to do business with you. To me, that means make sure you are top of mind when they need you. Two weeks too early or two hours too late just doesn't work!

Try these guidelines:
  • Be in touch 7 times in the first 60 days after you meet someone. This includes the initial meeting, the follow-up note, any meetings (breakfast, lunch, coffee, drinks), emails, brochures or other mailings, etc. By the 60-day mark, you'll know if the relationship has potential.
  • Be sure to pay attention to what you're getting, or not getting, from your new relationship. If they don't return your call or e-mail in a reasonable amount of time (2-5 business days, depending on urgency level), feel free to reach out again. Then space out your subsequent follow-ups to stay on their radar but not be overwhelming. You might wait a week, then another week, then two weeks, another two weeks, then monthly. If you're not getting a response, go ahead and follow-up monthly or at least every 6 weeks. They could be busy and yet still wanting to connect with you. I see this all the time and I hear about it all the time from my clients.
  • Follow-up in ways that don't require a yes, a conversation or even a response! You can be top of mind by sending emails, post-cards, notes, writing a blog, or just leaving a message in the wee hours of the morning when no-one (sane) is in the office. Differentiate yourself by being consistent and creative.
In short, follow up until. Until they say yes, say "no means never," or you attend their funeral.

Remember, the smarter you work, the luckier you'll get.

To your success!

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