It’s been my experience that most people understand the value of follow up, but don’t always honor the clear understanding. Take a moment to check yourself right now. Are you following up consistently? Are people thanking you for following up? Are people remarking how good you are about following up?
If you answered yes to all three questions, then you are exemplary in this area and you’re likely reaping the rewards of such with thriving partnerships, a laudable sales closing ratio, and a very satisfactory client retention rate. Good for you. Keep it up.
If you answered no to any of the three questions, then there’s probably room for improvement. Especially when you look at the business metrics that can rise when you’re good in this area. Make this a goal for the next 90 days and do whatever it takes to become remarkable at it. You’ll likely be amazed at how it affects your business and your own sense of control over it.
One tip to make it easier, relax on making new commitments and prospecting. This is where many people go wrong.