How often has it happened that you go to a networking event, have several fantastic conversations and interactions with a number of ideal prospects. You get their business cards but, for one reason or another, you never ever followed up with them. That might have happened a few more times than most people would like to admit.

The bad news in all of this is that you have more than likely missed out on a number of very good business opportunities that could have made a very big difference in your amount of revenue, maybe a joint venture or just more visibility for your business. The good news? You can start today by committing to implementing a system to follow-up on all leads that show an interest in your business to avoid missing out on more opportunities in the future.

To do so, follow these tips for effective follow-up and prospect conversion into clientele. First, make sure that when you register to attend a networking event, add the appointment to your calendar, and add an appointment on the following day to be able to make follow up calls. Schedule out an hour to email, call or even write a hand-written note to follow-up. Block out an hour for each day of the event that you attended.

Before you go to the event, organize your system so that you know how to follow-up with each person that you come in contact with. For example, “hot” leads get a dot on the front of the card, while “warm” leads get a dot on the back.

When you meet people, take a moment between conversations to jot down a quick note about the person. Then, if you meet somebody that you feel like you need to connect with, be ahead of the curve and schedule the appointment while you are at the event.

When you get back from the event, place the stack of cards at the center of your desk to help remind you to do the follow-up on the next day. At your designated time the following day, go through the cards individually. Do whatever you feel is best for the particular card you are working with, or have your assistant do it for you.

Finally, add the individual’s contact information to your database together with a note about the steps you have taken to follow-up. Pretty easy, right? In our next article we will be discussing where to start right now on organizing your system.

It shocks many people that only 1 out of 50 entrepreneurs follow-up with their potential clients on a regular and consistent basis. Especially with how the economy is in a difficult state right now, many people would think that this percentage would be much higher as businesses try to both retain former clients and find as many new ones as they possibly can. This is especially low considering that 4 out of 5 sales are only made after the 5^th attempt.

There are various reasons as to why entrepreneurs are not following up with their clients as they should, but here are just a few of the reasons that we could think of why they might not. They don’t want to come across to the client as pushy, they simply forget to do it, or they get stressed out when they are actually following up. They aren’t sure what the best way to go about it might be, or they don’t have a follow-up system already in place.

We are sure that there are a lot more that could be added to the list and each business and business owner could be different. However, there is a new idea that has had some success and shows to help entrepreneurs to be better at following up. That new way is to add fun into the system. Fun helps to create bonds, relieve stress, prevent emotional and physical burnout and even releases endorphins which help to boost confidence and satisfaction.

Here are just a few ideas to add some fun in your follow-up. Make sure that you surround your follow-up time with things that you really like, maybe a favorite snack. Using fun, upbeat screensavers to inspire and make you laugh, or even try to learn how to juggle when you are being put on hold. Doing these types of little things can help to alter your attitude towards the task of following up with clients.

In all businesses, there are certain things that nobody likes to receive. Many times sales and business professionals have had the experiencing of placing a sales call or even making a pitch via email and never hearing anything back on the proposal. How business individuals choose to handle the task of following up is crucial and can make or break a business relationship. Today, we want to discuss three possible ways that you can avoid making a mistake that winds up breaking that relationship with a potential client.

First idea is to make sure that you provide background information. Regardless of what field you are in, it is reasonable to assume that your client is very busy. They might be distracted or even might not recognize who you are at first glance. If this is one of your first follow-up emails with this client, make sure to give some sort of introduction to who you are and what it is that you discussed previously.

Next idea is to add value. Adding value is just one possible way to make that “next step” for your client that much simpler and easy. Simplifying the sales process is a possible way to help them, when you help them, it makes it easy to say yes. Be creative in how you choose to try and simplify the entire process. Share resources and information that is relevant to their industry, give them some ideas for Google Alerts, or give them a new idea to let them know a new way to use your product or service that would aid them in their business goals.

Our third idea is to make sure that you include a benefit for the client or a ‘why’ statement. It’s important to reiterate your benefit statement. Why exactly do they need your product? Or why is it that they should come to you and not a competitor? Make this point clear and reasonable, but also make sure that it is short, concise, and confident.

Does it surprise you that lack of willpower is the Number 1 reason why we don’t follow thru?  In fact most people view lack of willpower is a barrier that prevents them from achieving notable goals.  Willpower contains two really life altering words that when put into action can make big changes in your life.

Definition of willpower can be broken into 2 components…

will

wil/Submit

noun

the faculty by which a person decides on and initiates action.

synonyms: determination, willpower, strength of character, resolution, resolve, resoluteness, single-mindedness, purposefulness, drive, commitment, dedication, doggedness, tenacity, tenaciousness, staying power

pow·er

ˈpou(-ə)r/Submit

noun

the ability to do something or act in a particular way, energy to complete action

“the power of speech”

synonyms: ability, capacity, capability, potential, faculty, competence

the capacity or ability to direct or influence the behavior of others or the course of events.

Because willpower requires energy, you can actually lose  your ability to have willpower as you get tired.  The secret is to maximize your agency over your energy to make willpower work for you.  The trick is to exercise your willpower muscle to make it stronger so you have an increase in willpower energy.  Some good suggestions to make increase your willpower… acknowledge and anticipate your levels of low willpower, try to do something hard and work to an increase of previous levels, and last, drink orange juice or something else that will increase your glucose level (it is the key ingredient your brain needs  for increasing effective self- control).

We all have willpower and we all have the ability to tap into our own reserves and increase our willpower.

As the Olympics have drawn to a close, watching the best of the best has been nothing short of inspirational.  The question now is, “how can I use these stories of inspiration in my work?”

Let’s look at Russian Cross Country Skier, Anton Gafarov.  He fell during the semi-finals and broke his ski.  Not wanting to give up, he resorted to just keep going, if it meant him limping across the finish line, he was not going to quit.  Then, Canadian ski coach, Justin Wadsworth came to Gafarovs rescue, giving him a spare ski.  Wadsworth then helped him get out of the broken ski and helped him click into the borrowed ski.  Gafarov was able to finish the race.

Canadian speed skater Gilmore Junio gave the gift of a lifetime to fellow teammate, Denny Morrison. When Morrison fell and failed to qualify for the 1000-metre event, Junio gave his spot in the race to Morrison.  Junio believed that Morrison had a better chance of winning a medal than he did, so it was best for the team to let Morrison race. Morrison didn’t disappoint. He won a silver medal for Team Canada.

We are all aware of the lifetime of dedication to get to the Olympics.  If we really look at the hard work it takes to make it to the Olympics, we can compare it to the dedication and sacrifice it takes to start a business, and run a business.  Let the games and the will inspire you in your small business and never quit in following up with you customers.

Do you have a follow up plan?  Without a plan, it is far too easy for you and your team to drop the ball.  We live in a very competitive business world.  Your customers have more buying options than ever before, and buyers will delay making decisions.  Seek out a logical follow up plan that focuses on building relationships, and you will yield build your business.

Take notes every time you have any interaction with customers.  Study those notes before you make follow up contact, and plan your follow up.  Always start with what you have in common.  This can be personal or professional, and use this point of interest every time you talk, or make contact.

Seek to learn something new.  Ask lots of questions. For example, if your customer has mentioned they enjoy basketball, and you don’t know much about basketball, ask a few questions and learn a few things about.  When you come across an article or reference to a topic of interest for your customer, pass it on to him.  It’s simple effort like this that will strengthen your relationship.

As you learn more about another person, seek out someone you know that you can connect your customer with.   Mention this connection and forward the information.  When you pass it along, state “here’s the information I promised”…this reinforces that you are reliable.

ALWAYS follow up right away.  The worst thing you can do is allow too much time to pass and make your contact a complete blur.

Make your follow up plan, and STICK TO IT!

              Have you ever taken the time to grow something?  I mean really grow something from start to finish?  We always start a garden in the early spring.  We have taken the time to understand and know which seeds to start when, and even where in our garden.  This hasn’t been easy, it has been somewhat of a trial and error.  Some summers differ from the next, and always the harvest is vastly different from year to year.  One thing will never change is how rewarding it is to take something and nurture it from seed to harvest.  How exciting it is to share that harvest with family and friends!

              Sharing is equal to enjoying it for yourself.  This season of fall has brought many reminders of things outside of my garden that could use a little more nurturing.  The past season has brought quite a vast difference in the ways I do business.  Quite possibly, you are curious about ways to overcome changes in your business as well.  I have looked at some of my tomato plants that I thought would be a great variety to add to what I have done in years past, yet I was disappointed with the results.  Then I remembered the few days it struggled in the heat, not watered like I had intended.  How many customers had I let struggle in the same way?  In business “Your Money is in the Follow Up”!

              The “follow up” is the nurturing, or the caring of the customer.  Quite similar to the nurturing and caring you would give to your garden.  How you nurture and care for your customer will determine your harvest or the success enjoyed by not just you, but your customer as well.  The follow up is your money and will be the way to make the profits you need.  “Your Money is in the Follow Up” not just a book, but a guide leading you and showing you how to find the right customers out there ready to do business with you.  You and your customer will be happy with the results, just like sharing the harvest from your garden.

I recently drove a support vehicle for my husband as he completed a 206 mile bike race.  The race has a “cult” following, boasting over 1400 racers from 42 states.  The race has many different categories or “CATS”, and each “CAT” has a different start time.  The race begins early in the morning and as per UCI guidelines the finish line closes at 8:30 p.m.

Preparation for the race begins in the winter prior to the race, and is well planned right down to exactly what you should eat and drink for training and during the race.  Words cannot explain how you feel watching the racers come across the finish line.  Every racer is cheered on as if they had won the race.  With some of the biggest cheers as the last racer crossed the line…and then the finish line closes at 8:30.  As we drove away from the finish line, I was drawn to tears watching little head lamps lighting the way to the closed finish line.  Yes, there were still many racers still racing even though the finish line had closed.  Dedicated racers who refuse to give up, even if the finish line was officially closed.

Helen Callier dedicates her book “Your Money is in the Follow Up” For all those who say “I am a winner” when crossing the race finish line. We are all racers, each in our own “CATS”.  You might be one of the nearly 11 million who own their own business.  You might be one of the nearly 8 million who lost your job and currently looking for your next job.

Whatever your current “CAT” is you need to be dedicated to follow up.  Follow up will help you cross your finish line. In Helen’s book, she shares  “without follow-through, sales are lost.”  Helen has years of experience in different “CATS” and knows that we can easily “become discouraged when the prospect says “no, not at this time.”  She knows that “Sales data shows it takes about seven to ten contacts with a prospect to close a sale.”  We must stay dedicated to the follow up, and keep pedaling to your finish line.

This is final portion of a two part series on follow-up tips for the new year.

3. Follow Up with Current Customers

Remember that you want to encourage additional business from existing clients. Take time to research clients and find out what additional services you can provide. Find ones that haven’t been visited with you on a personal basis. Then contact them directly whether that be by phone or if possible in person. Create a script that will allow you to approach the prospect of additional business.  Remind them of the work you’ve done together in the past and ask how you can continue to earn their business.

4. Ongoing Follow-up

Always take the time to thank a customer for their business. You should always great your clients by thanking them for their business and don’t forget to smile. With your additional follow-up you should include a letter, preferably with a handwritten note. The letter should convey your gratitude and appreciation of their business. If your follow-up is an ongoing process your clients will be very comfortable with your business and much more likely to help your business grow by referral.

5. Referral Follow-up

One way to help increase your client base and improve your follow up is to encourage referrals. When a satisfied customer tells 3 or 4 of her friends or contacts, you have a great lead generator. Reward customers in some form for every referral they send your way. You could go as far as to ask specifically for names and contacts of 2 to 4 others who might be interested.

These are a few ways you can improve. Take action starting today to improve your follow-up strategy.

We have discussed on end the importance of follow-up to your business.  We’ve talked about the fundamentals of follow-up and even things like the impact of hand-written notes, but we want to give you five follow-up tips for the new year that will be sure to help in making your business a success.

These five tips are very basic, but there’s a reason the phrase back to basics is frequently used. These basic building blocks of follow-up have stood the test of time because they work. So, if it’s not broke why try to fix it?

1. Networking Events

Networking events, can be a great place to make contacts and find potential customers and business alliances. Be selective at these events and collect only business cards and contact information from people with whom you can actually do business. At the same time put yourself out there and be friendly with all those that you meet because making a good impression on people will go a long ways.

To improve your follow-up, send a message to each contact the very next morning to set up a meeting or lunch to discuss how you can do business together. By being selective and following up right away, you increase your chances to make a productive business contact.

2. Use Your Calendar

A written calendar can be of great use to improve follow-ups. Every time you make a contact, write down a date in your calendar to follow up. It may be a weekly or monthly interaction. Even if someone you had hoped to do business with isn’t initially receptive continue to follow-up with them even if it’s a year down the road. You never know when they might change their mind and your follow up be what changes their initial “no” into a “yes.” Having it on your calendar helps you know exactly when and who you need to call that day.

Follow-up tips 3-5 will be posted on Wednesday.