05.11.09
using an effective follow up system
One of the simplest and easiest ways to exponentially increase the effectiveness of your business development efforts is to put a system in place that enables you to easily track the status of each of your contacts.
The system does not need to be elaborate or complicated. A simple calendaring system that enables you to make a few notes for each contact will do wonders to make certain that you 1) keep your relationships active and growing and 2) capitalize on opportunities to stay in touch. In fact, the easier and simpler it is, the more likely you will be to use it regularly.
If you don’t have your contacts calendared for follow up, consider starting with new contacts from this day forward. Enter each new contact you make into the system, and calendar out a reminder for 2-3 months from the day of entry. When the reminder comes up, take a minute to read your notes and refresh your memory on what your last follow up action was with the contact.
Then decide how you can best stay in touch (e.g. an e-mail, sending an article, asking them to lunch, saying hello at an upcoming networking event, inviting them to a firm event, etc.). Decide what action would be best (sometimes none is needed at the time, as you may have recently come in contact with them again unexpectedly).
Take appropriate follow up action and then calendar another reminder for no more than another 2-3 months from the new day of entry. Keep simple notes in your calendaring system on the action you have taken, so you can see the who, what, when, and how for each contact at a glance.
Taking the guesswork out of follow up e.g. when was the last time I spoke with that person? Did I send them a copy of the article I wrote last month? Were we going to connect at an upcoming event? etc. will not only save you immeasurable time but it will greatly improve the efficiency of your business development efforts.
In fact, my wager is that you will save so much time and effort keeping track of your contacts in this way, that you will find a way to create the time to add all of your past and present contacts into your follow up tracking system.
If you don’t have a system to use and you want to know how I have turned the Tasks function in Outlook into my follow up system, feel free to give me a call (480)225-9367. It will only take me a minute to walk you through it , and it would be my pleasure – gratis.
