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