"Not following up...is the same as filling up your bathtub without first putting the stopper in the drain." - David Frey
How many times have you heard colleagues, prospects, clients talk about the lack of follow-up by many of their current, or prospective vendors, or even some of their own team members?
Nothing more frustrating than when I am establishing connections for my own network of competencies, or recommending vendors for projects that I consult, as the lack of follow-up from their business development reps, or principals! These folks rub elbows at association meetings, Rotary Clubs, Country Clubs, etc, and prospects ask for more information, yet there is no intentional follow-up. Why Not?
Every expert commands that you do some type of reply back to a prospect by the end of the next business day...we are so connected Today, that there really is no excuse not to have someone on your team make a contact within this timeframe. Remember, prospects or clients, are not asking for a detailed proposal by the next day, but they do want to know you are interested in their business or not.
Here's a recent example, I am doing some consulting and facilitating on a web site usability and redesign for a client. When evaluating prospective technical and creative resources for the project, I was amazed at the Hubris, and lack of follow-up, that some of these "web services/marketing" firms display...Must be a huge market out there,uh??? Again, I know their "people" are attending all the proper business networking events, yet I still here on the street that "Firm XYZ" never calls back!
In closing, I suggest that your "marketing effort" needs to dial into the "customer experience" aspect of your business now. Nothing is more cost effective in marketing your business than having a bunch of @ravingfans spreading the good word about your business...
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