No doubt, you’ve heard the adage, “The fortune is in the follow-up.” So why is it that so many of us expend extraordinary amounts of energy searching for new prospective clients, yet when it comes to making follow-up contact with them, it’s a major fail?
It doesn’t take a rocket scientist (or a plastic surgeon) to remind you about how critical it is to follow-up.
Being vulnerable. Fear of coming across as needy.
For a lot of people, the possibility of following up and having an actual real-time conversation brings up tremendous fears of rejection and inadequacy.
Here are some simple tips I’ve collected for curing “follow-up failure:”
- Start by presencing and re-presencing your “compelling why.” Your “compelling why” is a simple statement about why you feel called to do the work that you do. Feeling the energy and passion of your “big why” gives you a boost to get past almost any type of mental or emotional inertia that holds you back. Presencing this can be as simple as writing down the statement on a sheet of paper and keeping it near your telephone.
- Set daily follow-up goals. Set a minimum daily results-based goal, for instance, of five live conversations with potential clients. Also set a “bull’s eye” goal of, say, 10 live conversations. Then set a “stretch” goal of 15 live conversations.
- Reward yourself. Set up small rewards for reaching one or more of these goals each day. The rewards can be as simple as going for a walk, watching a movie, or making a phone call to a close friend. Be creative!
- Work with an accountability partner. Similar to working out at the gym, it’s easier to workout or follow-up when you’ve got some else who can be a witness and cheerleader to your sweat.
- Track your activity and outcomes on paper or digitally. It’s amazing how seeing your activity and results in writing can be a low-tech, but high-payoff motivator. But you’ve got to try it to believe it. Here’s an example of what I actually used when I was accelerated from zero to a six-figure revenue stream in 73 days. (No points for style, but it worked!)
- Make follow-up fun. Turn this it into a game. For instance, see how quickly you can make five live conversations with potential clients.
Being consistent and effective at following up is a habit that anyone can develop. All it takes is a willingness to be of service and value to a fellow being.
Following-up doesn’t require advanced degrees or any type of advanced training. You don’t need to invest in yet another training program or workshop to learn how to follow-up.
Of course, if you’re one of those people who won’t take action unless you’ve paid good money for the advice, feel free to send money my way!