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