You’ve done it. I’ve done it. It’s been done to us.
It’s the first line of an email or phone conversation.
“Hi, Marian. I’m following up to see if you…”
“Marian, Just following up to see if you decided…”
“Marian, We agreed that we’d follow up on Tuesday…”
In business, the words ‘follow up’ have become devoid of meaning. And that’s not necessarily a good thing.
Think about it.
On the receiving end, the other person perceives your communication as sterile, boring, and mechanical — something you’re doing to check off your To-Do List.
It’s no wonder the receiver is unmotivated to take action to help you move YOUR agenda forward. You haven’t given her that spark to spur her to action. Besides, if she’s been overloaded with email and phone calls (which is how most people feel), she’s not looking for yet another ‘to-do’ to add to HER task list.
So what are you really trying to accomplish?
Let’s reflect on that for a moment.
You met someone who could help you make inroads into an organization you have an interest. Or you met someone who may have expressed a need for a service you have to offer (including if the product is Y-O-U)
After a meaningful interaction, the last thing you want to do is to turn them off. So why not help them remember that positive, initial connection?
“Hi Marian. I’m reconnecting on the ideas you highlighted…”
“Marian, I want to continue our conversation on the specific challenges…”
“Marian, I want to explore whether there is an opportunity….”
The point is to use words that convey sincerity and signal an interest to move the conversation forward and eventually build a relationship.
Although you’re engaged in a “follow up” activity, there’s no need to turn someone off by using those exact words.
When people perceive you are sincere, they are more inclined to open their rolodex or pull out their credit card.
Otherwise, you’re just following up. And how has that worked for you thus far?
