Keeping Track And Following Up Follow up is a critical element in building your business. To make the best use of your own time, develop a reminder system that helps you follow through. You never want potential business partners to fall between the cracks.
Simple systems work best. Even many computer savvy people keep track of their business in an inexpensive index card box. Buy one at any office supply store along with dividers by days of the month. Write your prospects name, email address and phone number on an index card. Any time you call them, make a few quick notes, including things like:
• Why they are looking for a business
• Personal information that will help you
build bridges
• What follow-up info you gave/sent
• When your next appointment is
Taking the time to make these notes after each call will be invaluable as they help you build relationships that turn into business partners.
File the index card with all of this valuable information behind the date you promised to follow up. Each day you can pull out the cards for that date and there are your follow-ups. You now have a system that will remind you of previous conversations and keep you on track.
If you prefer to use a computerized system, simple tools like the easy to use Microsoft Outlook can also be invaluable. For the more computer savvy, there are advanced contact management software packages such as GoldMine and ACT! Remember, a system only works if you use it.
Phone Tips
The phone call is a critical part of working with leads. This is where you start to build a relationship and get a sense of one another. It is very important to be friendly (be yourself), but businesslike and to the point. This is a sorting process and you need to determine right away if this person is ready to start a business and if they are interested in what you have to offer. Your time is very valuable and you'll be making many calls each week, so you need to spend your time with the right people. So many people have told us over the years that they got started in business with us because we were "real" and up front on the phone. AND, we followed up when we said we would so they knew they would be working with someone responsible, someone they could trust and would want to emulate. Remember: you are "interviewing" potential candidates for a very serious and lucrative position. Always keep that mindset - it may take time to really feel that way - but the sooner you start to think like the CEO of your business, the more successful you'll be. Always remember that the initial phone call is to connect and make and get a first impression, NOT to explain your whole business right then and there. It's much better to have several shorter phone calls over the course of a few days than one long one. Besides, most businesses are difficult to explain quickly and easily, that's the job of your website.
QUICK TIP: To find area codes and make it easier to plan your call times, visit www.aegisbooks.com and download their very useful area code map.
How many times should you call a contact?
We recommend calling a person three times and then sending them a "may I close your file" email telling them you won't be contacting them again unless they get in touch and ask to remain on your list.
Remember, recruiting is a numbers game and you want to move on and find the interested people. The more people you contact, the faster your business will build. Think of yourself as a CEO hiring people for an important position. Would you chase them down or would you want them to show you their stuff? Take that attitude and you'll be better at sorting right from the get-go.
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