Do You Follow Up or Fall Down?

Throughout our daily routine we frequently communicate with others and share information. Sometimes this is face-to-face, and other times it is via the telephone or by email. Our communicating can be on a personal level with friends or family, talking to another parent regarding a school project - or on a business level talking with customers and potential customers. As we communicate with others to gather information, schedule a particular event, market our products, or just have casual conversation, we often have a portion of that conversation left unfinished. When that happens, follow-up is needed to complete the conversation or to move it forward to a successful conclusion.

In many situations, that is not what happens. Due to more tasks than can be accomplished in a day, forgetfulness, or knowing the person really doesn't want to talk to us anyway - instead of following up, we fall down. When this happens, the issue is still outstanding, the information is not given or received, the sale is not made, or our friends get frustrated with us because we didn't call back.

In some cases lack of follow up results in deadlines being missed, opportunities squandered, others being inconvenienced, and mistakes being made due to incomplete or faulty information. If we forget to follow up by making a payment, when we receive our utility bill a financial impact is given with an added "late fee" on our bill. If we persist in not making the payment, the company may even shut off our power.

In business, lack of follow up is critical as it impacts our overall success and our bottom-line. In today's world, most customers will not often call you back to get the needed information to make a buying decision. Instead, they will go somewhere else to someone else will provide the information and service they are looking for - sometimes with added inconvenience or at a higher cost.

In business, follow up may also take on a different meaning. That is continuing to touch base with a company or an individual once all the necessary facts and information has been provided. If you received a "no" in your last conversation, does that mean you should drop the opportunity and go look for a new one? What if that person is simply saying "not yet" instead of "no, not ever"?

One research study showed forty-four (44) percent of sales people give up after the first no. Twenty-two (22) percent give up after the second no. Fourteen (14) percent give up after the third no. Twelve (12) more give up after the fourth no. Adding those numbers totals ninety-two (92) percent give up without asking for the sale a fifth time. Research also shows that sixty (60) percent of all customers say "no" four times before they finally say "yes".

What can we do to do a better job of following up? The answer is; whatever it takes for you. It may be a notepad by your telephone to capture the follow up needed or a to-do list for the day as a reminder to take the action. Sticky notes work well as do notes on the refrigerator. If you are in business, capture your sales attempts by customer or contact so you can reference when you last talked. Add what the conversation was about and how the conversation ended. Develop the courage to make another phone call and receive another "no, not yet". Most importantly is to have the perseverance to follow up, and follow up, as needed until you are successful in your sales attempt, or the individual asks you to stop contacting them. Follow up is a critical part of success - understand it is one part of the journey in achieving that success.



Neil Graber, Life Style Mentor and Successful Entrepreneur, is helping many become the next success story. Whether you're looking to create an extra few thousand dollars per month, be an ex-corporate executive, or the next millionaire Mom, Neil can assist you to create a second stream of income and greater peace of mind. visit : Success