3 Simple Steps to Become a "Follow Up Machine" and Win More Clients

If there's one single thing that works more than anything else to get you more customers and clients it's follow up.

For any significant purchase we know from studies and from our own experience that it takes multiple interactions before someone will be ready to buy from you. You've got to follow up to build credibility and trust.

Here's the problem: we all know this is true, but very few of us do it.

Follow-up seems like hard work. You've got to remember to do it. You've got to figure out who to do it with. And you've got to come up with ways of following up that aren't nagging and annoying.

And when you're fully engaged working with your current clients, it's tough to find the time to keep in touch with old clients and new prospects who aren't paying your bills right now.

So most people just don't do it.

So here's a pretty simple process for getting going with follow up. One that will get you results quickly.

Step 1

What I want you to do is make a list of 15 people.

Not just any people. Five people in each of the following criteria:

• Five old contacts you did great work with but have got out of touch with

• Five current contacts who have the potential to become great clients or business partners for you

• Five current contacts who are kind of just starting out, but could get a great boost from some free help from you

Do it now. Don't wait. Just get out a pen and paper and make some notes. Should only take you a few minutes.

Step 2

Now for each of the names on the list, write down something you could send them that they'd really value and find useful. I'm thinking here about articles or videos you could send a link to, maybe a book you could post to them. Or an event you could take them to.

If you don't know what it might be specifically yet, just write down the sort of thing you'd like to send them. You can search for something that fits the bill later.

Step 3

Now every day for the next five days pick one person from each category and make that contact: do that useful thing for them. Do it first thing in the morning when you get to work.

So that's just three contacts a day you're going to try to initiate. Not too much of a mountain to climb.

What Next

Here's what you're going to learn when you do it.

Firstly, it's surprising just how many of those people you contact will really appreciate hearing from you. Especially since you'll have put a bit of thought into finding something useful to send them. This will give you more confidence to contact people in the future.

Secondly, you'll be surprised at how easy it is. Just block off a few minutes of time and shoot them an email or pop something in the post. Or maybe even phone them.

Finally, you'll be pleased with the results. Out of 15 re-energised contacts during the week it's a racing certainty that one or more will do something to help you back.

See where you get to by the end of the week. If it feels like you've been able to manage it within your workload then do it again next week. And the week after. Update your list and add more people to follow up with. Start doing two from each list instead of just one.

Pretty soon you'll have become a "follow-up machine". With results to match.