Tips & Tricks Busy Professionals Can Use to Simplify Their Lives

Compliments of Ribary & Associates, LLC

www.tiaribary.com

June 2006

When to follow up

(Part 1 of a 3 part series)

I often get asked about how my business has grown so well in a relatively short period of time. My answer: I follow up.

When someone expresses interest in your service, or says they know someone who might need it, follow up! Some people are concerned that this is too pushy, but it is not! We are all busy people and often don’t have time to ask for the help we need, no matter how desperately we need it. However, if you offer assistance to someone, sometimes more than once, they will often respond with a “Yes!”

What does this mean for you?

When at a networking meeting and someone asks for your card, ask them if it’s for them or someone they know. Ask questions about their needs and then ask: “Can I follow up with you?” Since they asked for your card, they will likely say “Yes, please do.”

Now you’ve made a promise, and it’s vitally important that you follow through. So how do you remember to do it? One simple way is to write the date to follow up directly on their business card and then add the task to your calendar when you get back to the office so that you don’t forget. Or, if you have your calendar available at the time, add the information immediately. (Learn more about systems to make sure you follow up in Part 2 of our series.)

What happens if they are “not ready yet”?

When you speak with potential clients who are “thinking about” using your service, but are “not ready yet,” follow up with the question “would you like me to check back in 1 month?” (Or whatever time frame is appropriate to the situation). Then, add it to your calendar and follow up!

There is a time and place that you stop following up and you will need to gauge that. However, I suggest a minimum of 3 times, up to 6 times, depending on the service you offer and the clients you are prospecting for.

Let potential clients get to know you.

The way you follow up says several things about you and your service:

1. How responsible are you? If you’re offering a service that the client is going to rely on, it speaks volumes to how responsible you are if you follow up when you promise to do so. You may be seen as irresponsible and unprofessional if you do not follow up as promised.

2. How much do you care about your clients? Providing a business card to someone who is interested in your service, and then not acknowledging them after the fact, can leave them feeling unwelcome and give them the impression that you do not want their business.

3. What is your professional style? Do you send handwritten thank you cards? Do you email only and never call? Do you use a combination? (Learn more about how to follow up with clients in Part 3 of our series)

It’s all up to you in the way you interact and follow up.

Each interaction with you will help the potential client learn to know you (or not), like you (or not), and trust you (or not). Remember, people buy from who they know, like, and trust. So let your potential clients have the chance to know you, experience how reliable you are, and how much you care about their business and they will buy from you when the time is right!

But what if my client load is already full?

Remember, even though your client load is full at the moment, that doesn’t mean that it will be full when the client is ready. Is shows great professionalism to follow up, even if you come to determine that you are unable to help them at that time, whether by their choice or yours. Then in the future when your plate is not so full, they will welcome your communication once again.

If you need to work through your own follow up system, I urge you to give me a call or email me. I’m here to assist you, when you need it!

Next time… Part 2: Systems to make sure you follow up
 

Mark Your Calendars!

• June 26th - Grow Your Business: Your Style, Your Way. A 5-month action-oriented business development series designed to help creative professionals, healing practitioners and social entrepreneurs succeed at what they love using their authentic strengths. Includes 2 workshops and 2 individual coaching sessions per month.

• July 18th - Women Entrepreneur’s of Oregon (WEO) Meeting. Arriverderci Wine Bar - Great food. Fabulous Wine. Networking too. Plus Fun, fun, fun!

• August 15th - Life Management for Busy People. Invest time this summer to map a business that supports your life. Register for an incredible morning filled with positive energy, focus and fun. Visit Connectworks for more information. Sponsored by PDXBROKERS.COM Real Estate Firm.

Happy follow ups!

Tia Ribary, Professional Assistant

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