That doesn't mean it's a current or common practice, however. In fact, looking at real-world examples and statistics you'll find that proper follow up has moved from 'Common Sense' to 'Uncommon Sense' - particularly in the business world, but also within our personal realm.
What are the reasons we come up with for this self-destructive behavior? There are a few more common examples, see if any of these resonate with YOUR business:
- I don't have time, I'm too busy with the 'next' client, meetings, traffic, etc...
- It's too expensive, my budget doesn't allow for it
- I intend to - but I always forget
Look - I get it, I really do. As the saying goes, I've personally and professionally 'Been There & Done That'. My background is primarily in the start-up space - it doesn't get any busier than that. My colleagues and I wore so many hats we'd often get to meetings & presentations with no idea which aspect of the business model we would be discussing. We simply had to know it all; always ready, always 'up' - anytime day or night.
Not good.
Sit back and read back through those 3 excuses again. Go ahead, I'll wait. . .
. . . Ok, great - notice anything about them? You'll see they are not just about our follow up practices (or lack of them) - we tend to use those same excuses for nearly everything else in our lives that we 'know' we should be doing. Think about it! What about your personal health and fitness goals? Eating right? Auto maintenance? How about that yardwork that needs to be done??
You see, it's the same for all of it. Excuses are just our logical way of reasoning through failure in an attempt to let ourselves 'off the hook'.
NEWSFLASH: Excuses don't work.
If they did, you wouldn't be reading this - you KNOW that you need to make changes. Eventually, you will be forced to make them.
If they did, you wouldn't be reading this - you KNOW that you need to make changes. Eventually, you will be forced to make them.
If you continue to let your health go for long enough, eventually it will catch up with you, right? Remember - everyone quits smoking at some point; doesn't it make more sense to do it while you are still breathing?
Rule #1: STOP letting yourself off the hook.
Take responsibility and set your target to BEGIN TODAY with a consistent program of follow up. Make it a 'must', eliminate the options - they all lead to failure & loss.
It's OK to take it slowly - I'm not saying to reach out to all 500 people in your A-List at once - just start with that 'next' deal. Start there and see what comes of it. You'll be amazed in your result, and it will bring in referrals and success that you can leverage to increase your follow up going forward.
To fix excuse #1, simply 'make' the time. Schedule it. If it's not on your calendar, it's not real. Take it from intention to behavior by writing it in your planner. (Ok, I know- that's old school. You get the drift)
For excuse #2, you need to change your mindset.
Required Belief: You can't afford to NOT follow up! The fortune is in the follow up friend, you simply must go after it if you expect anything other than 'flash in the pan' success.
As to excuse #3, that depends largely upon your personality. I use a system that reminds me. I've found that if I don't have a mechanism in place to remember for me, it simply won't get done. Maybe sticky notes work for you, perhaps you have an assistant that can manage your tickler file. Realistically though if you are going to depend upon a system, make it something you own and control. It's better for the long term.
Are you ready for the change? Start with TODAY - with right now. That next deal can be worth thousands of dollars in referrals to you, but as the song says: 'you've got to follow through.'
By the way, if you want to know what I use for my follow up and reminders, just drop me a line. I'll gladly share what I know with you, and help in any way I can.
Remember, times are tough! The market place can be viscous - Stay in Touch to Stay in Business!
-Tim!
