Note From Yoon
I was having my coffee early this morning on my front porch and noticed the fog lifting from my view of Buckingham mountain. It was so breath taking I had to go inside and grab my phone so I could take a picture to share with you. I only looked down for a few minutes to crop the photo. By the time I looked back up that fog already disappeared.
It reminded me of how true the statement, “You have to strike while the iron’s hot”. This made me think about the discipline of follow up. If you want to attract more clients, you need to strike while the iron’s hot. The problem with that however, is half the time, we don’t always know when our potential prospects are ready. Here’s a brief blog I wrote on creating a follow up system, so you don’t miss those hot opportunities. I invite you to share you comments and questions about how you can create effective, simple follow up systems that work. Enjoy!
What’s Your Follow Up System?
Imagine, missing out on a great new account all because when your prospect was ready, she’d forgotten about you. Picture this scenario, you’re a financial advisor, you meet prospects every week but you don’t have a system for keeping in touch.Six months ago you met this particular prospect at a networking function. You exchanged cards and maybe you even sent a “nice to meet you” email the following day. But you never reached out to her again.
Four months later, she met another financial advisor who’d followed up with an informative article. A few weeks after that, he’d sent an email and offered a short phone consultation. Your prospect became his prospect. Has this ever happened to you?
Follow up is the most important component in building your networks and getting more referrals. Marcia Yudkin of the Marketing Minute says most of her referrals are for people she recently interacted with. So, keep in touch.
How often? Each contact will be different but every 1-3 months is about right for many potential clients. And don’t always ask for work. Forward a relevant article you think they may be interested in, let them know if you’ve added another skill set to your repertoire, be helpful. Keep it short and related. This tactic is simple once you get into the habit and helps to build your relationship. When they need your services, you’ll be top of mind.
It can take anywhere from 3 months to 2 years to turn some leads into clients. Nurture them along the way by being a resource. If these ideas sound too big to implement there are some great ways to systematize your follow up process and even scale it to large numbers of prospects versus following up with every individual. You can learn these systems.
If you’re feeling overwhelmed or need help with your follow up marketing plan, I’m just a phone call away. You can reach me at 215-292-4947. Call today to set up your free 30 min Discovery Session and lay the foundation to take your business to the next level!
QUESTION: What follow up did you do that turned into a client success story? Share your comments here
About Yoon Cannon: Top business coach Yoon Cannon has helped thousands of small business owners, entrepreneurs, coaches, consultants and sales teams achieve dramatic results in growing your business. Over the past 20 years Yoon has started 4 successful companies and sold 3 of them. She offers fresh insights as a seasoned business growth expert. Yoon delivers proven process for your sales, marketing and management development. Grab free valuable gifts and resources at http://www.ParamountBusinessCoach.com To book Yoon to speak at your next event email: YoonCannon@ParamountBusinessCoach.com To schedule a complimentary business coaching consultation call (215) 292-4947.
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