Follow-up is so much more than simply contacting those you recently met at a networking event, although that is important. Follow-up involves all aspects of your business, from following up with prospective new clients, to making sure you are set on a path to success once you land them. That’s why you should make sure you have follow-up procedures in place and that they become part of your routine. You will achieve greater success not only in landing and working with new clients, but also in growing your business.
We recommend implementing the following systems to streamline the process:
Follow-up after a Networking Event: Of course, probably some of the best follow-up takes place after a networking event. It’s well known that most say the success comes after the event. You’ve done your part during it by connecting with like-minded people who could very well turn into your next client or JV partner. The connection was made, cards exchanged, and now it’s your turn to shine and show them why you truly are the right choice for them.
So after a networking event, before you get back into the day-to-day challenges of your business, follow up with those you met. Send handwritten thank-you notes to those who truly made a difference at the event. Connect online via social media and let them know how much it meant to meet with them and how you look forward to getting to know them better. Share pictures, memories, and additional business tips you learned.
Follow-up for Potential Clients: Let’s say a client has contacted you and asked for additional information on your services. You have talked to them and sent appropriate information, but you aren’t done yet. Be sure to calendar and mark specific times you will follow up with them to see if they have any additional questions. It might be good to also send a handwritten note thanking them for contacting you and letting them know you look forward to talking to them again. It is these personal touches that make a difference and make them realize you truly do go the extra mile.
Follow-up after Landing a Client: Yes, you’ve landed a new client and joy fills the air. Now before the real work begins, you should have systems in place to welcome them into your organization. For example, once you’ve signed the contract, send out a “welcome pack.” Perhaps a Q&A that better describes what happens next. Many have a Q&A sheet while courting a potential client, but they can be just as important afterward when they become an actual client.
New clients often have numerous questions, and generally the questions are basically the same. Not only can a good Q&A answer those questions, but also set the record straight on key operational procedures. In the welcome package include information on your policies and procedures and personalize it for that particular client. However, just as important in your welcome kit is a thank you note and/or gift showing you appreciate the opportunity to partner with them. Let them know just how much you look forward to working together.
See how easy it is to follow up? And can you see the potential when you do? The best part is once you have the procedures in place; it’s easy to do and takes little time. (Just don’t tell our clients!)
Terry L. Green, President of BizEase Support Solutions, and her team of qualified online support specialists, provide seamless online marketing implementation, technology and administrative support solutions to speakers and business coaches worldwide. Visit http://www.bizeasesupport.com to find out how partnering with BizEase can help you grow your business, have more time, and make more money. Article is free to be reprinted as long as bio remains.
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