How To Create A Follow-Up System
Hi There! Just in case you missed my article on follow-up systems the first time, I just want to re-state that the importance of follow-up systems cannot be underestimated! If you do not currently have a follow-up system, imagine running a restaurant and not having the appropriate silverware for your customers to enjoy their meal. Let’s first start off with the types of clients/partners/affiliates you will have in your business:
Potentials – people who are considering contacting you and may have heard of you. They might need to hear your message a few more times before making contact.
Inquiries – potential clients who contacted you, and are interested in your services they may need more information before you are able to to turn them into clients.
Clients – these are already fans, who are working with you. Keep your clients by going the extra mile. They already know and trust you. A little extra time spent on making their experience a great one and they will send others to you!
Vendors – this group of people are essential. Help them by being a good client and in turn keep them updated by staying in contact about your industry and patterns you observe.
Team members – This is your team who you need to treat extra well by setting up good communication, following through and keep everything on task. Standards, expectations and extra care are crucial even the most solid team.
Partners – They may be affiliates or business partners who can help convey your message, also keep them updated about patterns you observe and know to be changing in your industry,
Second, consider how to set up a follow-up system. A follow-up system is a way, method or strategy to stay top of mind and really brand yourself in the heart and mind of the people you engage and do business with. Here are some type of follow-up systems for your consideration:
Email—this is the most basic follow-up system and does not have to cost anything if done right. You will need to set reminders on your calendar for when to follow up. I recommend 2-3 days after initial contact and then monthly. You can also hire a service to do this.
Gifts—many clients will appreciate gifts with your logo and it is a great strategy for branding. Keep in mind color and labels that reflect your brand identity. I recommend my system will save you time and money: www.sendoutcards.com/growwithcrowe
Discounts— make sure to use this strategy in the correct way by using the rule of 100 which means that generally if the discount is below 100$ or below 50% your service or product will not be perceived as too accessible or to cheap.
Phone Calls— this can be another cost effective way of being in touch with your audience. Be sure to understand what times and days are best for your audience by doing a survey to find out what patterns of calling are best. Also you may consider offering a small discount for participating in a client survey.
CRM such as Salesforce- CRM software can be expensive yet it is one of the hottest tools for generating and keeping data on buying cycles and customer trends. The great thing about CRM’s is that they can help you to predict future patterns in your industry so you can be prepared and adjust accordingly.
Overall, be sure you have a method for understanding buying patterns and have a system for follow-up as a response to those patterns.
Cheers,
Jen Crowe
www.growwithcrowe.com