FEBRUARY
2005
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IN THIS ISSUE
Welcome
Article: The Secrets to Effective Follow Up
News and Announcements
Contact Information
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WELCOME
This month's focus is on the secrets to effective follow-up.
Too many professionals go to networking events or get referrals
and then fail to follow-up. Often times the lack of follow-up
is due to uncertainty about the best approach. I hope this month's
article sheds some light!
Is there something in particular you would like me to address
in the newsletter? Email me at Barbara@Raimaker-Strategies.com.
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THE SECRETS TO EFFECTIVE FOLLOW-UP
Do you know how to follow-up with people youmeet at a networking
event or other encounter?Do you know when to follow-up and whether
a phone call or email is best? This month's article addresses
this issue. Consider the followingscenario:
A business attorney met a woman at a networking event who seemed
very interested in his services.The two really hit it off and
had a conversation about a business venture the woman is interested
in pursuing. She fit this attorney’s ideal client profile
as he specializes in helping entrepreneurs turn their dreams into
thriving businesses.
Back in the office following the event, the attorneyemailed her
and offered a complimentary consulta-tion but he didn’t
hear back. He wondered if he should email her again and, if so,
what should he say?
If you were this attorney, what would you do?
Have you ever been in the situation where you meet someone who
seems interested in your services, but you either don't follow-up
or your follow-up doesn't result in the desired outcome?
Unsure about whether to call or email? Wondering how to be diligent
and professional with your follow-up without seeming needy?
I recommend the Call/Email/Call approach!
STEP 1: MAKE A FOLLOW-UP PHONE CALL
Begin with a follow-up phone call. Calling is a great place to
start because if you reach the person you have an immediate opportunity
to reconnect and schedule a complimentary consultation.
If you get their voicemail, leave a message. Here is a sample
voicemail message script:
"Hi Sue, this is Bob Jones, the business attorney you met
at the Entrepreneurs Alliance meeting last night. I really enjoyed
meeting you and learning about your business venture. You seem
like the kind of person who I would really enjoy working with
and who would get a lot of value and benefit from my services.
I only work with clients who I believe have the potential for
great success and I get the sense from our initial conversation
that your business
idea could be a home run.
I'd like to schedule a no-obligation consultation with you to
further discuss the viability of youridea and to see if I would
be able to be of assistance to you to get this off the ground.
My phone number is xxx-xxx-xxxx and the best time to reach me
is xxx. I'll also send you an email in case that is a better way
for us to
connect.
Sue, I really enjoyed meeting you and I look forward to speaking
with you soon."
STEP 2: SEND A FOLLOW-UP EMAIL
Your follow-up email should communicate the same basic information
as your voice mail. In addition, offer a way that he/she can stay
in touch in case the person is not currently ready to schedule
a complimentary consultation.
Here's an example:
Dear Sue,
I just left you a voicemail message and thought I would follow-up
via email as well, as I know it is sometimes more convenient to
connect
virtually!
As I mentioned in my message, I really enjoyed meeting you and
learning about your business venture. You seem like the kind of
person who I would really enjoy working with and who would get
a lot of value and benefit from my services.
I only work with clients who I feel have greatbusiness ideas and
I think your venture hasthe potential to be very successful.
I'd like to offer you a complimentary consulta-tion so you can
learn more about how I helpmy clients and what I could see us
focusing on in order to get your business off the ground in the
fastest and best way possible.
In fact, I have openings this Friday at 10 and 11 am. Let me know
if you would like to schedule an appointment for one of those
times.
If you are not ready to schedule a consultation right now but
would like to stay in touch I invite you to subscribe to my free
monthly electronic newsletter. Each issue contains an article
of interest to entrepreneurs and business owners. I think you
will really enjoy it!
I wish you the very best and hope to connect with you soon.
Warm Regards,
Bob
P.S.
I have also included an article I have written on determining
the correct entity for a newbusiness that I think you will enjoy!
STEP 3: MAKE ONE MORE FOLLOW-UP PHONE CALL
If you have not heard back from the person after a week, make
one more follow-up phone call. The key points for this call are
to briefly reiterate your offer and remind the person why they
would want to speak while still leaving the decision totally up
to them. For example,
"Hi Sue, this is Bob Jones. I'm calling to see if you received
my voice and email messages last week.
Based on our conversation at the EntrepreneursnAlliance meeting,
I'm guessing you've been busy and might be hesitant to add anything
else
to your 'To Do' list.
My offer of a complimentary consultation still stands. If you
decide to schedule it, my goal would be to give you some real
value so you can see how working with a lawyer could help take
the vision of your business and make it a reality much more easily
than you may think.
Of course it is totally your decision, so if you would like to
set something up please call me at xxx-xxx-xxxx or email me at
xxx@xxx.com.
I hope to hear from you!”
STEP 4: LET GO!
Don't be like the fisherman who keeps thinking about the "one
that got away." If the person doesn't respond, simply let
go. Feel good about your professionalism, the actions you have
taken and the value you have provided. You have planted a seed
and that is never a bad thing. Keep looking forward and taking
inspired action in your business. Some of the seeds you sow WILL
grow in the future, you just can't predict
which ones!
KEYS TO SUCCESS
While I recommend the Call/Email/Call approach, the key points
to keep in mind when following-up are:
1. Do it!
Obvious, huh?
2. Promptness Counts
No procrastination! If you make the effort to go to a networking
event or engage in other activities to generate leads, be sure
to follow up promptly. Preferably within 24 hours!
3. Sincere Flattery Pays
Don't be shy about sharing your positive impressions. Let the
person know that they are the kind of person you really enjoy
working with. (And why!) Share what you see for them. Extend a
compliment. As long as you are being honest, flattery works wonders!
4. Provide Value
There are many ways you can provide value: recommend a resource,
include something you have written, provide a checklist or an
assessment, etc.
5. Keep in Touch Offer
The follow-up email is a great place to invite the person to subscribe
to your newsletter or mailing list. Remember, not everyone is
ready when you meet them to engage your services, but if you stay
in contact they very well may become ready in the future. Don't
have a newsletter yet? Invite them to be on your mailing list.
When you launch your newsletter send your first issue
to the list you've been compiling!
6. Be Unattached
As much as you might want the person to become a client, you MUST
stay unattached to the outcome. Maintain your professional posture
when following up in order to not come across as needy or desperate.
SUMMARY
Following-up pays off! Use this article as motivation to sort
through those business cards on your desk or to review those names
in your database. Do you have any overdue follow up? Use the ideas
above and commit to handling any outstanding follow-up this week.
As Nike says,
"Just do it!"
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NEWS AND ANNOUNCEMENTS
Practice-Building Program Status Check. My thanks to the many
of you who have inquired about the status of the step-by-step
practice building program I am creating. Yes, I’m still
feverishly working on completing my Making Rain Out of Mist program!
The workbook is in the very final stages of editing and I’m
spending time every week in the studio recording the audio that
will accompany the workbook.
This is truly a labor of love and I just can’t waituntil
I’m able to announce its completion. Keep your fingers crossed
– it’ll be sooner than you
think!
Booklet Information. To purchase your copy of my booklet, Business
Development: 97 Quick & Easy Tips For Lawyers, go to my web
site at www.rainmaker-strategies.com
or send me an email at Barbara@Rainmaker-Strategies.com
and I’ll be happy to process your order. Cost is $5.00 for
a single copy (plus tax where applicable and shipping).
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CONTACT INFORMATION
Barbara Nichols Mencer
Rainmaker Strategies
Barbara@Rainmaker-Strategies.com
www.rainmaker-strategies.com
If you’ve enjoyed this article and learned a valuable
business-building tip, please feel free to forward
this newsletter to your friends and colleagues.
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Copyright 2003, All Rights Reserved. Reproduction
in whole or in part without permission is prohibited.
