To follow through or to not follow through — that is NOT the question!
The question, what does it look like in your world to be a master of the skills of Follow-Up and Follow-Through? (See previous blog entries for the Why and the How!)
YOU ARE A MASTER OF FOLLOW-UP AND FOLLOW-THROUGH WHEN YOU:
Have a vision for your commitments. Use visual reminders in your work area to boost your motivation.
Provide encouragement and motivation to others. You’ll uplift yourself in the process.
Follow prevailing standard operating procedures (if established) until you can improve on them. Model your actions on someone successful.
Plan your processes ahead of time. Create checklists so you don’t have to rely on memory to ensure each step is completed.
Schedule next steps using specific dates and times. Use business tools such as mobile devices or computer calendars to set automatic reminders at the time you schedule.
Respect other people’s time and wishes by asking what works for them and being on time.
Plan to take actions every day that can move you toward your commitments.
Schedule periodic evaluations of your effectiveness. Identify what actions were missing that could have improved outcomes and add them to your checklists.
Offer resources of value to others based on their needs, working towards a win-win situation.
WHEN IT COMES TO SALES OR NEW BUSINESS DEVELOPMENT, YOU AS A MASTER OF FOLLOW-UP AND FOLLOW-THROUGH:
Embed your campaign with value. This is helpful for building new relationships, maintaining current ones and expanding current engagements into larger accounts.
Build a favorable “personal brand recognition” with your customers by using frequent, brief emails, tweets or phone calls to provide communications the customer is genuinely interested in.
Educate people to aid their decision-making process and motivate them to action. Help prospects move towards making a decision without pressure or hype.
Personalize your efforts. Plan ahead to provide something of value from the other person’s point of view.
Be persistent, but don’t continually pester people who have told you no. Have a valid business reason (such as new information) for asking them to reconsider.
Ask permission to follow up with them at a later date when they may have further needs. Set a reminder to do so.
These are just the beginning of applying Follow-Up and Follow-Through in your working world. Of course you can (and need to!) apply Follow-Up and Follow-Through in your personal life as well.
If you could use a little assistance in strengthening these skills, let us know. We’ll follow up with ya!