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Why You Should Make Follow-Up a Priority: Six Questions and Five Tips

by Rebecca Wilson  |  
July 30, 2013

What is it that regularly blows apart business development efforts and causes marketing to fail? The lack of follow up.

Every day of the week, the professionals we work with do a fabulous job of marketing their business to their target clients and influencers, but then they let themselves and their businesses down by failing to follow up.

And, let's face it, marketing, networking, and building connections without following them up makes the effort a big waste of time and money from the very start.

I know that follow-up can be uncomfortable for professionals who would rather be practicing their expertise instead of seeking sales, but it isn't hard; anyone can do it.

Seven Questions

So let's consider some important questions about follow up.

1. What makes follow up (in)effective?

The success or failure of your follow up relies very much on how you go about it.

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Rebecca Wilson is the managing director of Stretch Marketing and a professional services marketing expert. She blogs regularly at The Marketing Rack blog.

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  • by Michael O'Daniel Tue Jul 30, 2013 via web

    I find one of the most important and effective ways of following up to be a simple Thank You. Whether it's thanking someone for spending time with you, or thanking them after you've concluded a sale, that gets the dialogue going in a positive manner. And always include "please let me know if there is any way we can be of service to you." There will be times when you don't make a particular sale, but if you can refer someone else who is a better fit for the client in that particular situation, you've just made two friends.

  • by Gracious Store Tue Jul 30, 2013 via web

    It is good to form the habit of making a follow up with your customers, you lose nothing for doing that and often time you lose for not following up

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