The Business Women's Leadership Group of the Boulder Chamber of Commerce held an interesting program last week on "Creative Client Follow-up." Note only was the meeting outside in the park at the top of beautiful Flagstaff Mountain with over 70 attendees, there was useful information shared. Here are some of the pointers:
* Be persistent, not pushy. Be genuine, give the right reasons, and don't give up.
* Develop rapport through listening and questions. Ask YES questions. Ask if this is a good time to talk. Pay attention.
* Be consistent. Be yourself and follow-up regularly.
* Have a system. Set the time for your next contact. Keep records. Write it down. Do it now.
* Measure results. Determine what is and what is not working.
What is the best and the worst follow-up you have experienced? Learn from these experiences and revise your own follow-up approach. Remember, it typically takes over five times in follow-up to make the sale. If you want to increase your sales, improve your follow-up.
Theresa M. Szczurek (www.TMSworld.com)