You’re busy. I’m busy. We’re all busy. And yet most of us are looking for new clients, or to do more business with existing clients. So why do we often fail to follow up?
1. A few months ago I met a young woman at an event. She was eager to make connections with people in some of the networks where I’m active. I liked her business idea, so I suggested she contact me in a few days. Did she? No. Opportunity lost.
2 . Recently I submitted a proposal to a prospect via email. I heard nothing back, not even a quick note to say, “Thanks, received.” So I waited a few days and phoned. Guess what? My proposal was sitting in her spam folder. If I hadn’t followed up, she might have thought I hadn’t bothered to send a proposal.
3 . Last month I almost made a huge follow-up faux pas. When I lead my workshops, I ask people to fill in a feedback form. At the bottom, it says, “If you are interested in a workshop for your organization, please share your phone number here.” Catching up on my filing, I realized that a participant had indicated TWO MONTHS ago that she was interested in a workshop. Oops. I followed up immediately and apologized for my error. Guess what? I’ll be doing a workshop for her company this spring.
In my experience, clients and prospects appreciate your following up. They may want to move ahead on a project, but are bogged down with competing priorities. So, your follow-up call helps them to stay on track.
My favorite way to follow up is by phone. These days, email is so ubiquitous that a phone call stands out. And if your original email got trapped in Spam Land, what makes you think your follow-up email won’t suffer the same fate?
When I call, I don’t badger the person by saying what might be on my mind: “Hey, have you read the proposal that I spent three hours on?” Instead I say: “I was wondering if you’ve had a chance to look at my proposal for your podcast project. April is looking pretty busy,
and I want to be sure to set aside time for you.” In this way, you’re seen as helpful, not aggressive.
So, don’t be afraid to pick up the phone and follow up. Even when you’re busy.
Remote Companies Build Organizational Culture from Anywhere
Brett Putter, CEO and Author, interviewed 500 CEOs that claimed their culture was embedded into their organization. Only 50 CEOs were able to explain how. Wejungo reviews how to create a culture that is embedded into your company.
New Virtual Culture: What does that look like?
How we work and where we work will never return to the days pre-COVID-19. More and more companies are going to continue to offer remote or hybrid work environments, and for good reason.
Facilitate an environment where your team wants to help each other without being forced to do so.
Keeping employees engaged in pre-COVID-19 times was a challenge within itself. Now that our daily business operations have become more virtual it is even more critical to focus on successfully engaging your employees. The following tips will ensure you are engaging both current and new employees through the challenges, the depersonalization, and distractions created by remote work.
We are a leading Talent Strategy Consulting firm specializing in talent management, hiring processes, exit strategy planning, recruiting solutions and employee retention programs. We also have a California executive search recruiting division finding top sales, business development, marketing and operations talent. We love helping companies connect their business strategy to their talent needs.
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