Need to make a cuppa first. Bathroom break. Watch a cat video on You Tube. Read the paper.
Here’s something I’m willing to bet (and I’m not a betting man) that you avoid like the plague.
Keeping in touch and following up with people on your prospect list – via the phone.
Nobody likes rejection. So we tend to make excuses and avoid the call. But doing so, I guarantee you’re doing both you and the recipient a disservice.
Here’s my mea culpa. Tell me if you can relate.
We consistently get people downloading our “Get Customers Now – 10 Strategies to rapidly and sustainably grow your business” document.
Some of them I know. They’ve been on our newsletter list for years. Others I have no idea about.
The very fact that they’ve downloaded the document implies they’re interested in growing their businesses. That’s what we help our clients do. So you’d think I should have got off my butt and called them?
But I hadn’t.
The mind is a funny thing. We all resist things we know are ultimately good for us. People eat too much. Exercise too little. Think we’ll start tomorrow. But tomorrow never comes.
I don’t know what my unconscious resistance was. It doesn’t really matter.
Fortunately for me I’m accountable to Barbara. (And vice versa)
Her words, “Why haven’t you called these people?” “I don’t know. I’ll get to it.” “When!!!!”
So I did. And the results have been nothing short of satisfying.
People said, “Great to hear from you. We were just thinking of you and it’s great timing”. They appreciated my taking the time to talk to them. Being genuinely interested in finding out more about what’s happening in their lives.
Meetings have been arranged. Clients have resulted.
Of course not everyone you talk to is going to become a client. Some just need to incubate – maybe for years. But keep in touch and when the time is right for them, they’ll call.
There are three key takeaways.
First you have to give of yourself. Give people valuable information without expecting anything in return. Hopefully you see this newsletter as that.
The second is you have to reach out and make physical contact. Don’t rely on social media and email. Pick up the phone and call. Your co-respondent will thank you for it.
And finally, be externally accountable. If you don’t have someone, call us. Pay and I guarantee you’ll get it done!
So, once again. What’s stopping you? As the famous slogan says, “Just do it”.