The 10 Steps to Great Follow-up

Great follow-up is a systematic process of staying in touch with your clients to build a deep and lasting relationship. Here is a 10-step process for effective follow-up.

1. Send the First Follow-up Letter: Within an hour of your meeting, send a personalized letter that references something personal from the meeting, includes a compliment, and pushes their hot buttons.
2. Make the First Follow-up Call: Call them shortly after they receive the letter to offer something of value, such as a helpful idea or a piece of information.
3. Share Something Amusing or of Personal Interest: Send a cartoon, an article, or a joke to keep the relationship light and fun.
4. Throw a Party, Share a Meal, and Bond Like Crazy: Create opportunities to interact with your clients in a social setting.
5. Send Another Follow-up Note: After a social event, send another personalized note to reinforce the connection.
6. Plan Something Fun That Can Include the Family: Deepen the relationship by including their family in a fun activity.
7. Offer Something to Help Their Business: Be a resource for your clients by offering ideas, connections, or other forms of support.
8. Send Another Follow-up Note: Continue to stay in touch with regular, personalized communication.
9. Offer More Help to Succeed: Offer a seminar, a training course, or other forms of education to help them succeed.
10. The Ultimate Follow-Up: The ultimate goal is to build a relationship so strong that you are invited into their home, or you invite them into yours.

This is a long-term strategy that requires Pigheaded Determination and Discipline, but it is the key to creating bulletproof relationships with your clients.