Sadly, the answer for many businesses is ‘yes’. 

In the article “Are You in That 12%?” I talk about the shocking statistics regarding follow up. Less than 12% of sales people follow up more than twice and that’s where 80% of the business is!

A colleague of mine has a company called FIITFU. I’m sure you’ve heard that phrase, “The fortune is in the follow up”. She has created a successful business on systems for strategy and follow up. Why? Because more than 88% of sales people don’t follow up.

Do you have a strategy? Would you like one?

Everyone can create a simple yet effective system for follow up which can be used with every new client or referral.  Here’s a basic outline to get you started. You can customize it to fit your business.

New Client Follow Up System:

Step 1  – within 24 hours of first contact/sale

–          Send new client welcome email

–          Mail new client welcome card

–          Post new client welcome tweet on twitter/facebook or ??

Step 2 – after 1 week

–          Follow up phone call checking to insure client is happy with purchase

Step 3 – after 4 weeks

–          Mail follow up card “It’s been one month (30 days) since your purchase and I want to make sure you are happy”

–          follow up tweet or FB post similar to the week 4 card

Step 4 – after 2 months

– Follow up phone call just “checking in” asking if you can be of (further) assistance

Step 5 – after 3 months

–          Mail a follow up card/letter discussing additional products or services you may offer

or…Phone call discussing additional products or services you might offer

If a new purchase is made – repeat process.

Now Go Get Connected!

About Cathy Kuzel

With 25+ years of experience as a successful Entrepreneur and Business Consultant helping Entrepreneurs succeed, she is recognized across Canada for her in-house and public seminars on “All Things Small Biz”. Named one of the Top Ten Mentors in Canada, Cathy is the Founder of The Connected Woman Association, Author of “Are You a Collector or a Connector?”; “I’m on the Phone!”; the internationally known “Daily Espressos” and is a networking maven.