IT’S SIMPLE, BUT NOT ALWAYS EASY
Doing a good job at follow-up is a piece of cake. You just capture every prospect or potential referral partner you run across, then place a call, send the person something, or interact with the person online. If you don’t make a sale right away, you put the person on the calendar for the next follow-up and do the same thing again. Pretty straightforward, isn’t it? So why is follow-up such a problem? Here are the five most common reasons:
1. Prioritization. With an activity that you must initiate, it’s easy to let other tasks come first: responding to incoming calls and mail, getting the invoices out, keeping your technology updated, and, oh, yes, doing the client work you get paid for. If you don’t set aside ...
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