Having a Follow up System Helps Your Business Grow

follow up systemIn business, you may have heard the analogy of planting seeds and growing crops. If marketing is planting seeds and sales are the harvest, what comes between those two events? On a farm, the farmer doesn’t plant in the spring, go on vacation and then show up to harvest in the fall. There is a lot of work in between. In business, that work is follow up. Not only does the farmer work between the planting and the harvest, the farmer has a plan and a system to help guide him through that process. Do you have a follow up system to guide you through follow up?

What does a follow up system look like?

A follow up system should include a repeatable sequence of things you can use to reach out to your prospects. Knowing that 80% of sales are made after the 5th contact, you should include more than 5 “touches.” This could include multiple forms of communication – virtual, phone, in person, and tangible. Each touch should be an intentional reason to reach out. This makes it easier for you to act on the follow up and it makes logical sense to your prospect. It helps you go from the annoying sales person to the resourceful professional who always remembers others and shares value. If you want 50 Friendly Follow up Ideas, go here.

How do you keep track of your follow up system?

If you are a paper person, you could have a checklist for each prospect. Simply write in the date for each follow up touch and keep notes as to how your prospect responds. For the digital people, an easy way to track this is in a spreadsheet. Enter the name and contact information and have columns for each follow up step. This puts all your prospects in one place and allows you to know how far in the process they are. A step up from this is to invest in a CRM system. There are lots of options available. With a CRM system, you can enter your follow up sequence and your prospects. It will give you reminders of who to check in with next. No matter what your preference, having a way to track your follow up will make sure no one falls through the cracks.

Do you have a follow up system?

If you are like most solo-professionals and micro-businesses, no one handed you a follow up system when you hung out your shingle. You may have developed a marketing plan and a sales process over the years.  If you don’t have a follow up system, you’re probably leaving money on the table.  Some of your prospects are falling through the cracks because you don’t have a way to track them and a plan for what to do next.

If you want to create a follow up system that is specific to your business and personality, join me for Your Follow up Formula. During this 2-session class I’ll guide you through the process of creating your own authentic, repeatable follow up system.

How do you approach follow up in your business? What is working for you? What do you struggle with? Share in the comments below.

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