Follow-up, follow-up, follow-up. It’s a word most of us hear all the time, and something we are encouraged to do with prospective clients. But what does it mean? How often do we do it? And what does that look like?
I posted on Facebook last month about something I’d learned. I’d been in contact with a few prospective clients that month – some by email, some actually getting to the “talk on the phone” stage, some progressing through the entire process quite successfully. The lesson I learned was regarding two of those prospects. One of them seemed really interested in speaking with me, yet something always came up that prevented him from actually scheduling a call; and then he just stopped responding. The second one actually got to the “talk on the phone” stage with me, seemed very interested, and wanted me to follow up with a proposal. Which I did. Then she stopped responding. I followed up with both of them at least four times, just to make sure they weren’t just super busy. Then I moved on.
No matter what business you are in, a critical part of getting new business is that all-important client interview. That conversation you have with potential clients showing them you have what it takes to do their work and would welcome the opportunity to work with them. This is done in a number of ways; over the phone, via email or instant messaging, or in person. It doesn’t really matter how it’s done; the most important thing is that it’s done, and done well.
Why are client interviews so important? They are vital because the decision to do business with you is often made either during the interview or shortly thereafter. That’s why it is so critical to master interview techniques. Keep in mind, potential clients may only know about you by what they have heard or seen online. So, this is your opportunity to show them all your strengths and why you are perfect for them.
Here are tips for mastering the client interview: