If there’s one single thing that works more than anything else to get you more customers and clients it’s follow up.
For any significant purchase we know from studies and from our own experience that it takes multiple interactions before someone will be ready to buy from you. You’ve got to follow up to build credibility and trust.
Here’s the problem: we all know this is true, but very few of us do it.
Follow-up seems like hard work. You’ve got to remember to do it. You’ve got to figure out who to do it with. And you’ve got to come up with ways of following up that aren’t nagging and annoying.
And when you’re fully engaged working with your current clients, it’s tough to find the time to keep in touch with old clients and new prospects who aren’t paying your bills right now.
So most people just don’t do it.
So here’s a pretty simple process for getting going with follow up. One that will get you results quickly.
What I want you to do is make a list of 15 people.
Not just any people. Five people in each of the following criteria:
- Five old contacts you did great work with but have got out of touch with
- Five current contacts who have the potential to become great clients or business partners for you
- Five current contacts who are kind of just starting out, but could get a great boost from some free help from you
Do it now. Don’t wait. Just get out a pen and paper and make some notes. Should only take you a few minutes.