The Importance of the Follow Up

Many people attend networking functions to meet people who can help them grow their business. They make a business connection, yet they don’t actually get business from those business leads simply because they don’t follow up. How many times have you heard this conversation?

“That sounds really interesting. I’d like to learn more about that.”

“That would be great. Maybe we could meet for coffee?”

“Yes! I’d really like that. Let’s definitely get together.”

“Maybe next week?”

“Sure! I’ll check my schedule.”

“Let’s talk soon!”

Then nothing happens.

This can be due to networking “drive-bys” as my friend, Sarah Michel dubs them, where people feel as though they are in a race to collect business cards as though it was the adult version of an Easter egg hunt.

Why don’t we follow up? A quick poll yielded these excuses.

Fear: The reluctance to follow-up can stem from uncertainty as to whether that other person’s intent to meet was genuine. Some people fear rejection. What if they don’t like me? What if they don’t value my product or my company? What if they were just being nice?

Not enough time: People get absorbed with the day-to-day activities and they just don’t make following up a priority. If you make a promise, keep it. Make the time.

Good intentions: You know what they say about good intentions? They don’t generate much business. Actions generate business.

Creating a monthly FOLLOW-UP ACTION plan.

Make a phone call a day: Pull out that … Read More