Clients, Clients, and More Clients: Create an Endless Stream of New Business with the Power of Psychology

Chapter 6Follow Up—People Are Comforted by Consistency

We are what we repeatedly do. Excellence, therefore, is not an act but a habit.

—ARISTOTLE

A COUPLE OF weeks ago, I attended an excellent networking event. The best part was chatting with people, many of whom were excellent connections for my business. I typically follow up right away after meeting people and have developed many of my best professional relationships this way. This time, however, I decided to conduct an experiment: I decided to wait and see what would happen if I did not follow up. I had 10 cards on my desk from people who had expressed significant interest in staying in touch with me. Yet after a week, not one of them had. No one had followed up.

Are you similarly guilty ...