Following up with clients or potential clients should be second nature in the world of business, one might think. But it simply does not work that way. Think about businesses that you buy products and services from. How many of them call you on the telephone, send you a card, email you, or have some other way of doing routine follow up. My guess is that few, if any, of the businesses that you frequent are thinking about you once the transaction is completed.

That is exactly why you can do things differently in your business. When someone new inquires about your product or service, follow up with a call or email. After they have completed a transaction with you do the same thing. If you have a recurring service, such as oil changes, haircuts or something else that falls into that category, send postcards, make calls, or send emails to remind people to use your service again. This seems that common sense and good business practice, but it just is not that common. If you sell a product, notify your customers when you come out with a new product. They just might be interested in it. You won’t know if you don’t ask.

And that brings me to my last point. Ask your customers and prospects what they want. They will tell you. When they do tell you exactly what they want, do it and they will be loyal customers forever. I left my old dry cleaners because they were extremely busy and had only one line for us to pay. If they would have asked me, I would have suggested having one line for people paying by check and cash and another for those of us on a monthly account. I now go to a cleaner that makes it easy for me to get in and out. The quality is the same, the price is the same, but the extra time I had to spend in line made me go away, forever. Don’t let this happen to you. Ask and follow up.

About the Author
Connie Ragen Green
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