Listen up. I see this problem all the time. But the art of the follow up is simple.
Keith Ferrazzi says if we want to be better than 95% of our competition, we simply need to follow-up. In this video I show you how to use JibberJobber as a follow-up tool.
Everyone knows this.
Not many people are doing it.
If you do it once, you are better than 95% of your competition.
HERE’S WHAT THE TOP 5% ARE DOING WRONG: After they follow-up once, they don’t follow-up anymore.
When you think of “follow-up” I want you to think of “nurture relationships.” This is a process that takes time, and has multiple touch-points.
Sending one card as a follow-up is good, but having multiple communication points is BETTER.
I’m not talking about opting people into your newsletter – I’m talking about really reaching out to them, individually.
If you only follow-up once, you aren’t doing enough.
Overwhelming, isn’t it? I know it is.
You won’t follow-up with most of your network contacts… but you should strategically try to follow up with some contacts, regularly.
Take this quote from Dr. Jim Wright (from Timothy Ferris’s blog): “Consistency and moderation over intensity.”
Take this quote from Mark LeBlanc: “Consistency Trumps Commitment!”
Following up once is not consistent.
(if you are overwhelmed with what this might take, jump on JibberJobber and use it as your follow-up tool)
2 thoughts on “The Art of the Follow Up: Even the 5 Percent are Seriously Messing this Up”
You are so right with this, Jason. From my business development days, I was trained early on that it takes a minimum of six connects with a prospect to get them to buy. In today’s world, I think it may be more. But I agree that sales professionals and job seekers alike often give up at attempt #1 or #2…way too soon! Those that keep approaching and varying that approach often win…Great post!
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