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The Fine Art of Follow Up
What if I told you that you could make or break your advocacy practice by spending an additional 3-5 minutes after each client interface? Yes – it could be that simple. Hold that thought as I explain… All human beings like and appreciate acknowledgment – almost any kind of acknowledgement – for actions big and small. If you hold the door open for someone, you appreciate a thank-you, or even just a nod of the head from the person for whom you opened the door. If you give someone a gift, you want them to thank you. If you send it to them in the mail, you at least want to know it arrived. If you phone someone and must leave a message, then you appreciate it when they call back. If you invite friends for a meal, or just a cup of coffee, you want to know they enjoyed themselves and appreciated your efforts. On the flip side: If you hold the door open for someone, but they don’t acknowledge you did so, you may think them to be rude. If you give someone a gift, and they don’t thank you, or even acknowledge it arrived in the mail, you consider not sending a gift the next time. If you leave a message for someone but they never call or write back, you wonder why they ignored you, and you may think less of them because of it. If you invite friends for a cup of coffee or a meal, you expect them to thank you. If they additionally thank you later by following up with an email or phone call (or, OMG, a handwritten note!) then your bond will be stronger, and you are more likely to invite them again sometime. These examples should make it clear that beyond simple courtesy, appropriate follow-up to any client interface should be at the top of your list of things to do in order to grow and strengthen your business. This sort of follow-up takes very little time or effort, but can mean a huge difference in any relationship going forward.…