Follow Up

How many times have you asked someone for a price, a proposal, some information and they just never sent it? Or maybe they do send it but it’s weeks later. It happens more than you might think and it may be happening right in your own company.

Maybe it’s happened to you with one of your own clients where they ask you for something and it takes you forever to get around to it because...they really aren’t that big of a client....

Maybe it’s a case where the prospect wasn’t going to be a good match, which is a legitimate concern, however, a simple phone call, letter or E-mail will go a long way to improving your reputation.

Having a good handle on who you want as ideal prospects and clients and having a fool-proof follow up system can relive a lot of stressful situations.

Come up with a game-plan on what to do when. Then teach everyone in your company how to implement it.

When a prospect approaches your company...

• Determine if they will be a good match — have a series of questions that can be quickly answered.
• If they are a good match, do what you say you will do to help them become a client. Have a process and time line for doing these things. Create check lists so it is easy for your team to follow the steps.
• If they are not a good match, give your team the exact words to use so you do not offend anyone and if possible, find a referring partner that you can send them to that will be a better match.

The key is to create a system that’s easy to implement then inspect what you expect so you are certain everyone in your company is using the system.

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