Following Up

So there I was, two days before the big real estate event with Donald Trump’s right hand man – George Ross. You see, I am a big fan of the TV show The Apprentice. It teaches practical business skills and even helps me with fine tuning my business acumen.

When I originally received the invitation I didn’t follow up, but rather just carried it with me for a week or so. Then when I looked at the date again it was only two days away! I immediately registered to reserve my spot and was committed to meet with George.

Suffice is to say that we spent close to an hour together and I learned so much more about him, Donald Trump and the behind the scenes of The Apprentice (which was just as interesting as finding out more about George and Mr. Trump) than I had ever known previously.

So, I made sure I followed up with George. I actually took a drastic approach. I had my laptop with Wi-Fi with me at the event – so when he went on to speak I emailed him a follow up – right while he was speaking! (I was fortunate that it was in a hotel that had Wi-Fi.)

Following up does something more than getting you closer to your agenda. It builds relationships on two levels. Following up builds trust and furthers a relationship, even with the small, very basic things. Doing the small things first allows you to handle the big things and one of the very important small things is following up in any manner. You see, following up is very important in the process of relationship marketing because it gives you an excuse to contact someone on multiple occasions. Following up is critical when you're prospecting and trying to build a relationship with someone you don’t know or don’t know well.

So, if you say you're going to send someone an email, send that person an email. If you say you're going to call that person, call. If you say you're going to mail brochures by a certain day then do that, even earlier if possible. Subconsciously, following up creates a perception of consistency. Ever work with a prospective customer who emailed or called you back within 5 minutes? How about one minute? Your left thinking something like “imagine if I become a client how much attention I would receive.”

Consistent follow up is so important, just like hydrating with water. A finely tuned athlete needs to hydrate consistently everyday on a regular basis, not just all at once when he/she has time. So if you make following up part of your repertoire, you’ll create healthier relationships.

Follow ups are like tactics. Some people have the best intentions, or strategies, but lack in the area of execution or follow up. I was once told that I can handle the big tasks once I complete the small tasks. If we follow up we earn the right to further the relationship – if we don’t follow up we don’t earn that right.

Suffice is to say that you can have the strategies laid out but if you don’t implement or follow through you won't reach your objectives.

Do what you say and say what you do and you’ll build trust and credibility. If you follow up you will not only build credibility and confidence with your contacts but further your relationships with them on several levels.

Suggested reading

How to Win Friends and Influence People by Dale Carnegie

How I Raised Myself from Failure to Success in Selling by Frank Bettger

The Sword & The Spirit by Andre Bello