| What follows is a bold statement, but | | | | important to the other person.5. Remember |
| sometimes it takes a bold statement to get | | | | important events. Holly on my team calls |
| people's attention.One of the most important | | | | friends and colleagues on their birthdays and |
| and yet overlooked skills in business today | | | | sings them Happy Birthday - live or on their |
| is follow-up.This applies to many parts of | | | | voice mail. I have done this occasionally in |
| our business: Customer service and care, | | | | the past - but have made it a more normal |
| marketing, leadership, networking, branding, | | | | part of my routine as well. Why? Because it |
| and more. It is a habit and a discipline | | | | makes people smile. Your kids and parents |
| that, when used effectively and regularly, | | | | expect a happy birthday wish, but do your |
| will change your results and your life.Here | | | | Customers? Your employees? Your vendors? |
| are seven ways to incorporate more follow-up | | | | Maybe you don't sing, but you can still wish |
| into your practices - and therefore seven | | | | people happy anniversary, happy birthday or |
| ways to increase your results.1. Say thank | | | | happy St. Patrick's Day - especially if they |
| you. First and foremost, the must-do | | | | are Irish!6. Share information you know |
| follow-up habit is to say thank you. Send an | | | | matters to them. Have a colleague who has a |
| email, make a call, or best of all, send a | | | | rose garden? Send them the article about |
| hand written note. Tell the Customer thanks | | | | roses that you read last week. Have a |
| for the new order. Tell the employee how | | | | co-worker who graduated from a certain |
| much you appreciate their extra effort (or | | | | college? Congratulate them when his team |
| their normal effort over the long haul). | | | | wins the big game. Have a Customer who |
| Thank a person for a referral. Thank a | | | | loves tennis? Send them a link to the |
| colleague for the book or website | | | | website you heard about that helps people |
| recommendation. We all sent thank you cards | | | | improve their game. You get the idea. |
| after receiving graduation and wedding gifts. | | | | Follow-up by giving people information or |
| And while you may have done it because it | | | | comments that they know is just for |
| was expected, it was really good practice for | | | | them.7. Have a plan. I have a process to |
| the rest of your life. I have a recurring | | | | call and track my conversations with my key |
| task on my task list. It reads "Who do I | | | | contacts regularly. We have a process to |
| need to thank today?" Who do you need to | | | | connect with our most valued colleagues and |
| thank today?2. Ask for feedback. After | | | | Clients monthly. Our plan continues to be |
| completing a project, meeting, training | | | | tweaked, but we have a plan because we know |
| session, consulting engagement, or whatever, | | | | how important follow-up is. What is your |
| ask for some feedback. Preface your request | | | | plan?Within my seven suggestions I have |
| by saying that you want to not only make sure | | | | shared examples from all phases of business |
| that you have met their needs, but that you | | | | in order to show how pervasive and how |
| want to know how to continue to improve. Be | | | | valuable follow-up can be.There is little |
| open to what will be shared and show your | | | | about it that is hard. Being exceptionally |
| gratitude, by referring to item 1 | | | | good at follow-up requires focus, dedication, |
| above.3. Keep track. You've given an | | | | discipline, and a decision to do it. If you |
| employee some coaching or help on a specific | | | | will make the decision you will become a more |
| issue, so follow-up to see how it is going | | | | effective leader or supervisor. You will |
| and how you can help now. You completed a | | | | become a better networker. You will have |
| project for a Client six months ago - so | | | | greater sales. You will retain your |
| follow-up to see how it is going now and if | | | | relationships longer.Any of these are reasons |
| the results match what had been expected. | | | | enough to make this decision. All of them |
| Follow-up isn't just a one time deal - it is | | | | put together prove my initial bold |
| an on-going commitment. You likely are | | | | statement:"One of the most important and yet |
| interested in the progress others are making. | | | | overlooked skills in business today is |
| Let them know by staying in touch and seeing | | | | follow-up."Where are you going to start?Kevin |
| how things are going and how you might be | | | | Eikenberry is Chief Potential Officer of The |
| able to help.4. Remain interested. This is | | | | Kevin Eikenberry Group ( a learning |
| one step beyond keeping track. It is | | | | consulting company that helps Clients reach |
| remaining interested in the other person or | | | | their potential through a variety of |
| group's progress over the long term. Continue | | | | training, consulting and speaking services. |
| to check back on progress. Remaining | | | | To receive your free special report on |
| interested shows that you care and have made | | | | "Unleashing Your Potential" go to or call us |
| the effort to remember about events and goals | | | | at (317) 387-1424 or 888.LEARNER. |