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Follow-Up
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One of the most overlooked yet powerful ways to solidify business relationships is through consistent follow-up. In last week’s tip, I used an example of getting a referral. Using “Scott” as the person who makes the referral for you, and “Joe” as the person to whom you have been referred, good follow-up might go something like this:
- Contact Joe in a timely manner. If Scott provided guidance as to how you should contact Joe, such as, “Send Joe an e-mail,” follow that guidance.
- Contact Scott, thank him for the referral, and explain what you did in step 1: “Thanks for the referral. As you suggested, I sent Joe an e-mail. I’ll let you know what happens.”
- After Joe replies, or after your first conversation with him, contact Scott a second time: “Joe and I talked today, and we’ve got a sales appointment next week. Thanks again!” Or, in the case when there is no fit, explain why: “Joe and I talked today, and his situation doesn’t fit my services, because ... I still appreciate the referral, though. Thanks again!”
This type of follow-up lets your colleagues know that you value their assistance. And in the case when the referral doesn’t work out, it helps your colleagues better understand your services, which will increase the quality of the referrals they provide in the future.
Of course, follow-up is a two-way street. It’s equally important that you follow up when making referrals, because that gives you the chance to continue building the relationships that are so very critical to business development.
When I connect two people, I typically wait about a month, contact each of them separately and ask whether anything came of the introduction. In many cases, this type of follow-up will actually result in reciprocal referrals: “Things are going great, Gill. We’ve already had lunch, and it looks like we’ll be working on a project soon. By the way, I’ve got someone I want you to meet as well ...”
Follow-up with colleagues is just as important as follow-up with clients. So don’t let it fall through the cracks.
Have a great week!
Gill
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