How to follow up without looking like a pushy jerk

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The biggest tip ever given in every sales training I have ever received is to follow-up.  Why?  Because, the fortune is in the follow up.  Tell you've heard that one before.  

If you are communicating via email or text, I can tell you that if I do not reply immediately there is a good chance that I won’t unless I get a reminder or you follow up with me.  Most people feel the lack of reply is a big fat NO.  

The number 1 reason to follow up is to build relationships.  People will buy from businesses they know, like and trust over a business they haven’t heard of or aren’t sure about. 

Here's an example of an email I received that really impressed me.

Hi Catherine,

It was a pleasure to meet you at Jane Doe's conference; thanks for stopping by our booth for a chat! You can access our Free Guide: 3 Steps to Creating Facebook Ads That Convert by clicking here. This guide provides you with tips, inspiration, real world examples and resources for crafting the 3 parts of your Facebook Ad: the words, the image and the call-to-action. 

I wanted to follow up with you about one topic we touched on in our chat: setting up a complete email marketing system that integrates with your website. 

I noticed that you have an invite in your website's footer for visitors to subscribe to your newsletter.  One of the core services Our Studio provides is helping business owners grow their business and boost sales through email marketing. We can work with you to develop a compelling offer/incentive that gets more of your site visitors subscribing to your email list, as well as setting up and syncing your site to an email provider such as MailChimp. Finally, we help business owners develop, design and launch their email marketing campaigns. 

Our approach to email marketing is not to spam potential leads with poor quality emails. Our aim is rather to tap into the authentic voice of the business owner (you), and through this voice, to communicate relevant and timely content to an engaged audience. 

If this is a service you would be interested in, please feel free to contact us by replying to this email. 

Best, 

Web Design | Digital Marketing
Our Studio link
 

Here’s what I like about it:

1.       She sent this email immediately after the event we attended. This keeps her fresh in my mind so I’m not left wondering who is this person again?

2.       She reminded me of where we met and what the purpose of her presence was.

3.       She touched on a point she and I had discussed, in this case an email system integration to my website.

4.       She visited my website!  Wow, she did her homework and checked me out – very impressive.  She then took a component of my website and let me know how her offerings work with that and improve my business.

5.       She gave me a viewpoint so I know where she’s coming from and can better determine if this is someone I want to do business with.

6.       Invited me to contact her and provided her URL so I can check out her business as well.

Perfect. What she accomplished here was gave me info so I would know her and her business better, totally upped the like factor and therefore edged trust up a bit as well.  I am definitely more likely to consider doing business with her in the future or referring her to someone who mentions needing such a service as well.

Let’s say I don’t contact her.  What would be the next step for her to do?  She could easily flip me a quick reminder by forwarding the initial email (above) and saying something like:

"Hi Catherine, just wondered if you got my email, here it is again so you don’t have to go digging for it in your inbox.  The latest post on the blog is about the guide referenced in the email and I wanted to let get a sneak peek at it.  Here's the link and I would love to get your thoughts on it."

Easy peasy.  

Other easy ways to follow up with someone:

  • To say thank you

  • To say hello, how are you doing, we haven’t spoken in a while and I wondered how you are

  • To acknowledge an occasion such as a birthday or Christmas

  • To congratulate them on something you saw via social media

The purpose of these follow-ups is to build on any relationship you already have, however new and also to grow the know-like-trust factor.  If someone were to say to me that they are looking for someone to help them with an issue like the one Our Studio provides, I am more likely to refer them to Our Studio.

For more tips like this one, get on the list.  I send out a newsletter twice a month.