Blog Post: Following-up on our discussion...

1) Follow-up before you go to bed that day.  Call, e-mail or write before another day goes by requiring more follow-ups.  You create a sense of urgency by doing it that day, and you'll better remember all the key aspects of what was required, too.

2) Make it easy for the other person.  First of all, always add value.  Don't be on a soap-box telling them how great you and/or your product are.  Support them FIRST.  Also, if you send an e-mail, provide your name and number.  It sounds pretty basic, but I receive 5-10 e-mails a day without a signature.  Those people are not making it easy for me to follow-up with them if I have to go to my phone list or a previous e-mail.  Help the other person.

3) Follow-up more than once.  This week 3 people called once, left their number, and when I called back, there were problems.  One number dumped my call - 'the caller is not available, call back later, click...'  Are you kidding me?  See #2!  Two others were wrong numbers - - - was it my assistant, or my dialing, I'm not sure.  But I tried, and now what?  That person better be following this rule, or we’ll never connect again, through no fault of either of us.

4) For a special person, provide a special follow-up.  Have you ever received an extraordinary follow-up that sticks with you to this day?  That probably made you feel pretty good.  Try the same with others.  A thank you card tends to stick out these days, that's a minimum acceptable.  Pump it up to something memorable – like flowers, or a poem, or a gift certificate to a place they like – when it's important.  You'll be remembered, in a good way.

5) Assume the best, and don't give up.  People are busy.  It's hard to find the time to follow-up.  9 out of 10 people don't follow #1.  If you do, you'll stand-out.  Don't feel negatively toward people who don't do it because they're just HUMAN.  Go back to #2, 3 and 4 and put some fun into it - and chances are your follow-up will be successful.

Enjoy business!  Doug Bruhnke

Director of Marketing, Scottsdale Job Network (www.scottsdalejobnet.com)

Doug Bruhnke is president/CEO of Growth Nation, a marketing firm that helps technology companies reach their full growth potential.  Visit www.growthnation.com.  Doug is also the founder/president of Arizona International Growth Group (www.azigg.com), which gathers the Phoenix-area international business community together on the first Monday of each month to discuss global business.