Have you ever heard of the term, the fortune is in the follow-up?
Think about when you've been in a position where somebody has continually followed up with you. Think about the times that you've continually said “no”.
Now think about the times that you've actually said “yes”, and what felt really good.
The most important thing is when we are following up with people, we're doing it in a way that feels really good.
We don't want to be one of those people who are just continually saying, “Join me. Will you join me? Are you ready to join me?” It does get a bit annoying.
What we really want to try and do is be able to position it in a way where following up is just doing what we say we're going to do, and that integrity represents the brand!
Every time you have a touchpoint is not necessarily asking them to join you. It's building an ongoing relationship and you will be a reminder to that person each and every contact that you have with them.
How did they feel after you caught up? What did they like most about what you offered them?
They may not be looking for what you have to offer just yet. So we keep that relationship going and if the time comes that they are looking for what it is that you have to offer… you've kept a really authentic relationship going with them.
You haven't been all about business. You’re not calling them just because you want them to join you. You're calling them because you genuinely care about and enjoy the relationship with them.
Keep in mind the first 24 to 48 hours is key – the next five to 10 connections that you have with that person to keep the conversation going. Our job is to find the people who are looking for what we have to offer and make a load of friends along the way.
There are some good and bad ways to follow-up, and I think we've probably all been on the receiving end of that. Well, I know that I have and it just feels icky when somebody asks me to do something and then there's no follow through. Or I reply to them and get nothing back or no response – that's even worse.
I believe the most important piece in following up is always asking for permission. “Is it okay if I touch base with you in the next day or two? Would that be okay?”
They might give you some responses like, “I need to talk to my partner,” or, “I need to have a think about it.” And then be OK with asking them, “Is it okay if I call you after you've had a
chat with your partner,” or, “What do you think your partner will say,” and then following up from when they've actually spoken to their partner.
If it's going away and having a think about it, you can ask them, “Can I give you any more information that you need to make a decision,” or, “How about I touch base with you in a week’s time?”
It's asking permission, and the little yesses give the person that you're talking to control of the situation. If they feel in control, they're never going to feel pressured.
If you're asking permission along the way, making it personable, authentic, genuinely interested in their lives and not being all about business, then when they are ready, they will always think of you.
The fortune is in the follow-up!