Ever heard that saying? Business owners need to take it to heart!
Remember that last networking group or live event you attended? And the slew of business cards gathered from people interested in working with you? Are those cards piling up?
Or, how about the people who ask to connect with you on LinkedIn? Do you simply accept their connection and go on about your day?
Those business cards you accumulate and the LinkedIn connections you collect have one thing in common.
They both need follow-up!
I’m talking about the follow-up dialog. The real opportunity to turn prospects into clients.
No matter how long you’ve been in business and no matter how great your sales are, this is one area that is often overlooked, neglected, or simply procrastinated off your to-do list, never to return again. The fact is, if you seriously want new customers or clients, following up with your prospects is crucial.
Most phones don’t ring or programs get sold without following up. YOU have to go out and make things happen.
I know. It’s not always easy.
Success never is.
But there’s one thing you can take to the bank:
The fortune is in the follow-ups!
So. . . . how do we combat the human dilemma?
First, it could be a simple mindset change. Instead of thinking of the next conversation as a sales call, simply think of it as a continuation of a dialog. And, in the case of a person wanting a LinkedIn connection, think of it as an introductory conversation.
Second, have a system or method in place for following up.
KNOW that after an event, you will be making follow-up calls, sending e-mails, cards, etc. Have it in your schedule and stick to it. KNOW that after someone asks to connect with you on LinkedIn (or any social network), that you are going to reach out and start the conversation.
Get in the HABIT of following-up.
Good intentions won’t line your pocketbook. Taking action will. Following up is the way to keep the lines of communication open. It’s the beginning of the know, like, and trust and we all know where that leads!
Now, get out there and follow up!