What's a Good Follow Up System?
by CEO on January 6th, 2016

Follow up. Follow-up. Follow-up!

You can get away with an awful lot if you just do consistent follow-up. I’m always amazed at the lack of it. We seem to live in a world where the promise is more important that the actual behavior. However, behavior is what will create your reputation (not your promises).

So what is a good follow up system? Bottom line: you don’t need anything expensive. You don’t need a lot of software (you may not need any). And you don’t need anything fancy. What you DO need is something you feel comfortable with and something you’ll use – regularly.

One issue I find to be prevalent among business owners is they get really, really overwhelmed with the prospect list. It’s too long and they don’t know who to call/contact when and for what reason.

Here’s a list of what I think a good system should have:
  1. Basic contact information. However, you don’t need to keep every little piece of information on a person. How do you reach out to your prospects? Phone? Text? Email? Snail-mail? Depending on the answer – that’s the information you need to have. Simple.
  2. Written out script. Yep, that’s what I said! You need to write out the script of what you’re going to say (whether it's spoken or written)! It doesn’t need to be every single word, but the basics. If you don’t know what you’re going to say, then there’s room for you to talk yourself out of doing the follow up.
  3. Date of next call. So, you’ve met them, you may even have called them what’s next in the system and when does it happen?  I like to use Excel’s filtering option for this but you can use reminders in Outlook too.
I devised a combination of Outlook and Excel years ago that I still use to this day. It isn’t fancy but it has worked for me. Bottom line: do what works and keep trying until you find something that does. If you want more info on how to put together a system, contact me – I’d be glad to help!

Raeus Jae Cannon is the CEO and founder of REO (Referral Excellence Organization). She’s built two strong businesses by doing simple face-to-face networking!


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