Are you ready to stop cringing when you have to follow up to get more clients or get a new job?
Then it’s time to shift to a Flawless Follow Up mindset.
Why is Following Up a Chore?
People with this mindset are task-oriented. They remind themselves to send an email, make the phone call, drop the literature in the mail box. This can be tedious, boring, and painful. But if this is what it takes to drive sales and weed through opportunities, then so be it. To make matters worse, they often don’t know what to say and the most elegant way to follow up. At the end of the day, who really wants more work and stress?
But it doesn’t have to be this way when you make a significant shift in your thinking.
Introducing the Flawless Follow Up Mindset.
People with a flawless follow up mindset are people-oriented. They perceive following up as an extension of the initial interaction with the person they met. Following up is simply picking up the conversation where they left off the other day. They continuously seek to understand the other person’s challenges, needs and wants. That’s foundational to building a long-term relationship.
Here’s how to building an ongoing conversation.
Now that you’re focused on the individual instead of your needs, you move the conversation through a 3-step cycle.
- Connect with the individual on a meaningful level. Ask probing questions to uncover challenges you may solve or similarities you may share.
- Continue the conversation at a later date via email, phone call or snail mail of literature. If you did #1 well, #2 will be simple. You reconnect and move the dialogue to what would logically be discussed next. Just pretend you’re still speaking with the person face-to-face. What would you naturally say next?
- Confirm the next physical action to keep the conversation going. If you have no idea what that would be, ask the person who do they see as the next logical step?
And now you can go from follow up chore to follow up more when you connect with the person, continue the conversation later and confirm the next action.
With each interaction, rinse and repeat. You’ll be amazed how much easier and fun it is to follow up.
Now go apply the Flawless Follow Up Mindset at your next conversation.
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