Zee2A's Marketing Edge Blog

June 5, 2009

Stop losing leads and opportunities!

The World is Owned by People Who Follow Up

(Guest authored by Colleen Francis)

Two months ago, a freelance photographer was at an event I attended and took some photos of me giving a presentation. I gave the photographer my card and asked him to please call me when he had prints available to sell, as I needed some updated action shots. After I saw the prints on line for sale as hard copies I emailed him inquiring about buying the electronic copies. You could say that basically, I begged to be a customer But, did he follow up?… NO. I have still not been able to buy photos from him.

Then, shortly after, by the luck of the draw, I had a phone conversation with a prospect at a technology call center in Ottawa, from whom I learned that “call center” work was a fill-in job for her. She is a struggling young fashion and portrait photographer with a small studio downtown. So, I asked her to please email me info about how to make an appointment for a photo shoot… and, you guessed it, I haven’t heard a peep from her either! She’s struggling and I’m begging to be a customer… and no follow up.

Last year I wanted to rent a cottage for six weekends during the off season and the cottage owner never returned one of my four emails.

You probably have endless stories in your own life, just like these… and I bet it drives you nuts too. There are a few businesses that do “get it”. Last week I received two E-reminders from my personal trainer – that I have not been to the gym in a while and bathing suit season is close. Bless him! – I went for my first personal training session in five months last week. Ouch.

The million dollar question is…

Who’s following up with your clients? Who’s following up on sales leads and opportunities? You or the competition? Who’s immediately following up on customer complaints to create a positive outcome… or are complaints just left to fester?

If you are a manager, are you following up on your team’s commitments to increase sales, reduce expenses, meet sign and submit deadlines, eliminate cancellations, and ensure prompt follow up with pending clients? And who’s following up with your CRM vendors, printers, marketing departments and other internal partners to make sure that they don’t let you down? Are you following up on your own promises to customers, staff and family?

What will you do?

So, what will you do to improve your track record in the “follow-up department” in every part of your business… and your life? This week, make a commitment to follow up with everyone who bought last month. Send them a thank you note – if you didn’t do that the day after the sale, and call them to ensure they are happy with your product!

Colleen-Francis©Colleen Francis is the Founder and President of Engage Selling Solutions, which delivers sales solutions that realize immediate results, achieve lasting success and permanently raise the client’s bottom line. Reach her at Engage Selling Solutions


1 Comment »

  1. Great post! Don’t turn away someone who is begging to be a customer!


    Comment by bethravery — June 8, 2009 @ 9:38 pm | Reply

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