4 Elements Of A Good Follow-up System
A good follow-up system helps:- convert leads to clients
- satisfy clients so that they can become repeat clients and make more referrals to you
- distinguish you from the competition.
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In effect, a good system answers the following questions.
1. Who does the follow-up?
If it can be delegated, who can and should do it?
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2. When does the follow-up happen?
Ongoing contact with leads will maintain the connection and help build a relationship with them. This relationship will help convert a lead into a client.
Most leads do not end up buying in the short term. Although these people have left the market, they remain potential clients.
Continue to keep in touch with them.
Once leads become clients, a good follow-up system will ensure that each and every detail of serving your clients is properly and effectively managed.
These details include fulfilling the promises that you make to clients...and satisfying their requests.
After completing the agreed upon service to your clients' satisfaction, your system will ensure that you continue to keep in touch with clients.
Keeping in touch with clients helps them remember you and how much you helped them.
This will encourage them to hire you again...and to refer others to you.
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3. What follow-up action will be taken?
When
dealing with
leads and prospects, the action that you want them to take is to hire you. To help leads and prospects make this decision, provide them with as much information as they need...in the format that they desire.
In addition to providing the information that they need, how they want to receive it, deliver your information when requested.
When dealing with clients, in order for you to complete the agreed-upon service your clients will need to do specific things and provide you with specific information.
In this case, your system will generate items like check-lists, fact sheets and other instructional information and resources.
And of course, following up with clients will include keeping them up to date on the status of the work that you are performing for them.
When keeping in touch with clients whose work has been completed, you simply want them to keep you in mind for repeat business and referrals.
The maintaining contact feature of your follow-up system will help generate repeat and referral business.
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4. Record all follow-up activities
- minimizes the risk of losing critical information and sending duplicate information
- helps you assess, evaluate and improve the overall effectiveness of your follow-up system
- reinforces your personal brand and brand promise by ensuring that you consistently do what you say you will do...when you say you will do it.
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Words of Warning
Don't use your follow-up system as a vehicle to get leads to commit to hiring you ...or clients to recommend you.In practice, a good follow-up system enables you to learn more about your leads and prospective clients.
Similarly, such a system helps leads, prospects and clients learn more about you...and makes it easier for them to hire or recommend you.
To Learn More
See Chapter Nine of How To Achieve Better Marketing Results Sooner.This chapter will help you develop your own follow-up system.
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Need some help with the development...or refinement...of your system?
I'd be happy to help by coaching you through the process.
What Is Your Best Success Tip?
With your help...and the help of other people like you...I plan to create the best online source of success tips.
I recognize that you are already very business with your regular activities and do not have much time available for new projects. So, I have made it as easy as I possibly can for you to contribute.
Simply complete the form at the bottom of this page and I will do the rest. This will allow you to share your experience with others...and also help them succeed...but with the absolute minimum amount of time required.
Once I receive your tip, I will do a light edit to ensure that it reads well. This edit will also eliminate any typos or other gremlins that may have found their way into what you wrote.
Then I will add your tip...with its own URL...to the site. If you wish, I will send you the link so that you can tell colleagues and clients where to find the web page that you created. Imagine your pride in being featured on the best online source of success tips.
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One of these Exemplary Service Providers will be from the USA and the other from outside the USA.
I will use the following two criteria in selecting Exemplary Service Providers:
- how well the tip exemplifies one or more themes of this website.
- how well the tip exemplifies the principles of client service as discussed throughout the site.
When I select you as an Exemplary Service Provider, I will advise you by email. At that time I will also request any additional information I need for your Exemplary Service Provider profile.
Like your best success tip, your Exemplary Service Provider profile will have its own URL.
However, unlike your best success tip, your profile will be promotional in nature. Not only will it feature you as an Exemplary Service Provider, it will also promote the benefits that clients can expect to receive from your ability to deliver exemplary service.
Think of what a powerful promotional tool this will be...and how effectively it will help you attract even more clients.
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