One of the most significant challenges is following up with clients and referral partners who seem unresponsive. It's a delicate dance of persistence and patience, where the ultimate goal is to build trust and remain top-of-mind without crossing the line into annoyance. Here, we explore some of the most effective strategies to handle this common hurdle, ensuring your follow-ups are both strategic and successful.
1. Persistence with Patience
One of the cardinal rules of successful follow-ups is to maintain regular contact without being overly aggressive. This means striking a balance—show your eagerness to connect while respecting your contact’s time and space. A prudent strategy is to space out your follow-ups by a few days to a week. This demonstrates persistence but also shows that you understand their busy schedules.
2. Diversify Your Communication Channels
Not everyone responds to the same mode of communication. If emails seem to fall into a black hole, consider switching things up with a phone call, a LinkedIn message, or even a traditional letter. By varying your approach, you increase the likelihood of reaching your contact through their preferred channel.
3. Deliver Value with Every Follow-Up
Every interaction should offer something beneficial to the recipient. Whether it’s insights into market trends, tips about mortgage processes, or updates on regulatory changes, providing value positions you as a knowledgeable resource rather than just another salesperson.
4. Craft Engaging Subject Lines and Opening Statements
In the digital age, first impressions often begin with an email subject line. Make it compelling enough to spark curiosity and encourage the recipient to open the email. Personalization can be powerful—tailor your subject lines to reflect the interests or needs of your contact.
5. Seek Feedback or Advice
Engaging your contact by soliciting their feedback or advice can be surprisingly effective. This approach not only shows that you respect their opinion but also fosters a sense of involvement and collaboration.
6. Leverage Mutual Connections
If you share mutual professional connections, don’t hesitate to use these to your advantage. A mention of a shared contact or an introduction through them can lend credibility and warmth to your follow-up efforts.
7. Host Informative Webinars or Events
Inviting clients and referral partners to webinars or events is an excellent way to engage them. Ensure these gatherings provide valuable industry-related information, which can help strengthen your professional relationship.
8. Personal Touch
Personalization goes beyond using someone’s name. Reference past interactions, shared interests, or recent conversations to add a personal touch that can make your message stand out.
9. Express Gratitude and Patience
Always thank your contacts for their time and express understanding if they are currently too busy to respond. This courtesy can leave a positive impression and keep the door open for future interactions.
10. Set Reminders for Future Follow-Ups
If there’s still no response after several attempts, it’s wise to set a reminder to reach out again in a few months. Circumstances change, and by keeping the line open, you position yourself as a considerate and persistent professional ready to assist when they are prepared to engage.
In conclusion, the key to effective follow-ups lies in being persistent yet respectful, and always offering value. By employing these strategies, you not only increase the chances of engaging with your contacts but also build a foundation of trust that can lead to fruitful business relationships in the future. Remember, each follow-up is an opportunity to reinforce your role as a trusted advisor and resource in your industry.
For more information or to inquire about our coaching services, feel free to reach out to:
J.A. Dava, Co-founder, Sr. Coach at Jdava@latreiacoaching.com/ 614-638-9397, or
Paul Waldrop, Co-founder, Sr. Coach at pwaldrop@latreiacoaching.com/ 404-784-3771.
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