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Topics > Business Planning How To's > ID: 1961

Are you taking advantage of "follow up" time?

Posted Date: Jan 6th, 2009 08:34 | Hits: 493

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  • pplcheryl63
  • CITRMS
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It's the year 2009, how many of your prosepcts have not heard from you since last year?  It's only been a few days but using the new years to contact your prospects is a smart idea.

A phone call saying "Happy New Year! I hope things go great for your business this year"  Will show them that you actually remember them or a quick email even.  However I like the phone call as it gives you a chance to catch up.  You can listen to them to find out what changes have occurred with their business and also to let them know about changes in your business without having it seem high pressure.

But the bigger reason is this, every phone call is building your relationship with that prospect.  You prospect is learning that you care about them while you are learning more about that prospect.  Try listening you can pick up all sorts of information if you are observant.  Everything from the money worries to their kids team winning a sports chapionship will be revealed to you.  The things that help you build a "personal" relationship.

So when you call next time you can bring up something personal to them to talk about.  "Hey Joe, How's Jr's Soccer team doing this season?"  Think Joe won't be impressed?  Not only did you remember he had a kid but also that his kid played soccer. 

Okay not as easy as it seems and I tend to cheat, This year I will be cheating all year long.  I have a spiral binder that will be next to the phone as I do follow ups.  When an interesting tidbit drops it goes into the notebook for future reference.  I've always done that but on the back of business cards or scrap paper and then it gets lost.  This year I'm organizing that.  But if you haven't contacted those prospects nows a good time.  The holidays are over and people are getting their minds back on business!

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