The Importance of the Follow Up

In business, especially when building meaningful relationships, the act of following up is extremely important, yet often it is overlooked.  Unfortunately, in our day and age, following up with new acquaintances is becoming a lost art.  Being an entrepreneur and pursing the dream of becoming a Power Connector, I have placed an emphasis on “the act of following up”.  In studying other successful individuals, reading, and through experience, I have learned a few things in regards to the importance of the following up.

1. Lets others know you are serious

Have you ever been to a networking event or a conference and when you came home, you had a pocket full of business cards?  There have been instances I have met someone, exchanged information, with the hopes of connecting sometime in the near future, only to never speak to the person again.  In reading about power connecters and successful business men and women, I have learned that they take following up with others very seriously.  They understand that when you follow up instantly with people that you meet, it lets the other party know that you are serious about connecting. Given that many people don’t follow up at all, you can easily set yourself apart and let others know that you are serious just with a simple email, phone call, text message, or Facebook and LinkedIn request.

Related: 4 Ways to Follow Up after an Interview

2. Important step in building successful relationships

I have always been a firm believer that people are your greatest resource.  Judy Robinett, author and Power Connector may have said it best, “In business, as in life, relationships are the the real power grid that smart people use to get things done faster and more effectively”.  In building strategic relationships, it will be imperative that you learn to follow up on a consistent basis.  Many successful individuals, as well as businesses have a system for how and when they follow up with others.  It could be said that “following up” is the actual first step in creating a positive and meaningful relationship.

3. The Sooner the Better

Making it a point to follow up with people that you meet, will not only let them know that you are serious, but it will also keep you fresh on their minds.  Most successful individuals will attempt to follow up within 24-48 hours of meeting and many will follow up the same day or the very next morning.  Some people, such as power connectors, influencers, or leaders may be extremely busy and sometime it may be difficult for them to follow up immediately, however the sooner you can follow up the better.

Related: The Benefits of Being an Effective Communicator 

4. Takes 5-7 Contacts to turn prospect to client.

My first job out of college was as a Financial Advisor with Edward Jones Investment Company.  As a beginning advisor in order to build to my business, we required to make at least 25 contacts per day.  These contacts could consist of going door to door in local neighborhoods, phone calls, in person appointments or some combination of all three.  As you can probably imagine, going door to door was my least favorite approach.  One thing that they taught us, that I still remember, was that it takes between 5-7 contacts with a prospect before they became a client.  That means that in order to turn a prospect into a client, it is mandatory that you follow up not once, but multiple times.  If you want to build successful relationships, then following up is mandatory.

5. You never know who you can help or visa versa

I stated earlier about going to different networking events or conferences and leaving with a pocket full of business cards.  Many times these business cards end up getting thrown away or end up in a big box or rolodex, full of other people that you never spoke with again.  On the road to success, help or an unexpected big break often comes from the place that least expect it.  If you never follow up with the people that you encounter, you will never know who can help you, or the people that you could help as well.  You may need an Investor for your business, and one of the person’s that you met may have direct access to multiple investors but you would never know because you failed to follow up.   You want to build some bridges and connections in your life, then start the act of following up!

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