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Why Is It So Hard to Follow-Up?!

24 March 2010 | By Tim Lederman in Marketing

The definition of follow-up is the act or instance of following up, as to further an end or review new developments.  Reading that alone points out why following up is so important.  It applies to our social and family life just as much as it does professionally.  As humans, we take it personally when someone doesn’t call us back, or doesn’t show up when they say they will. In reality, we shouldn’t take it personally because it is probably not about us. When I tell my brother I’ll call him back because I’m busy at the moment, and then I get even busier and forget to call him back, I am not saying, “I don’t care about you and you’re not worth a call back,” but that may be the way he takes it.

Most of the time, a simple “sorry about that” will get us back in the good graces of our family and friends when we get forget to follow-up.  The same can’t be said in the work environment, especially when dealing with potential clients and leads.  According to my marketing guru Jill Kahlenberg, there is a small chance a “prospect” will seek you out if you fail to follow up on an initial contact, but more than likely you will lose the business, thus wasting all the effort it took to acquire that prospect.

Here are the five most common reasons Jill has found why people don’t follow-up:

  1. Not organized
  2. Don’t want to seem pushy
  3. Not having the time
  4. Uncomfortable with selling
  5. Used to having the business come to them

1, 2 and 4 were all problems I had when my business first opened five years ago.  I wish I had someone like Jill to point them out!  What is your reason for not following up and what are you going to do about it?!

One Comment on “Why Is It So Hard to Follow-Up?!”

  1. [...] service.  It will be my job to call and follow-up with those companies.  I blogged about following up last March and now it’s time to put words into action.  Tomorrow I will make 15 calls and [...]