Following up is often one of the most overlooked tasks with a business.  It’s easy to put  follow up on hold because, as a priority item, it tends to lose out over doing ‘work’ for an upcoming client or meeting.

Sometimes this can be a grave mistake. One phone call, email,  or contact of any method, can make or break your relationship with a client or joint venture partners. Keeping in touch keeps your name in the minds of others. When it’s time to do business again, if your name is in someone’s mind they are more likely to contact you.  If they have forgotten all about you and your service, they may not think to call you again.

I am reminded of a mortgage broker I spoke with last summer. One of her main issues was that she had no time for contact management of her clients; no time to keep in touch. She worked on current files and clients and kept up with those, the list of names to email and call kept growing. One day she had time and spent an afternoon calling clients to say  ‘Hello.  How are things?’.

What she got that afternoon was an eye opener. Read the rest of this entry »

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