Follow Up: Is the telephone my enemy?

    A businessowner I recently met expressed that she has been feeling like the telephone is NOT her friend and appears to a big obstacle in her reaching her goals.  I reassured her that the device that many businessowners cannot live without is not there to harm her but instead, to assist in the process of gaining much more confidence for getting sales.

After having this conversation, it dawned on me how many people in business really struggle with follow up and view the telephone as their "enemy" or as I have collectively dubbed it "the green-eyed monster."   So, with a little more thought put into the follow up process, something began to register in my mind:   As humans, if we DO NOT have a telephone, we feel cut off from the world.   Pre-teens and teens alike beg their parents for a phone so that they may keep in contact with their friends.   I also recall, a fellow co-worker who did not own a cell phone as he felt if somebody really wanted to find him, they would leave a message for him on his answering machine at his home.   As a human race, we need our telephones to conduct our personal business, i.e. schedule appointments, keep in contact with friends and family, follow up on upcoming events, etc.

So, why is such a challenge for business owners to follow up when it comes to putting appointments on their OWN books in order to gain more success?    Simple, there are two sides to this coin.   (1) As your average everyday person, if there are things that need to be tended to then, placing the phone call is no small feat.  It must be done.  Scheduling that doctor's appointment, calling the child's school, keeping in touch with your spouse during the course of the day...those things come as a second nature to humans.  That is not viewed as "follow up"  (2) As a businessowner, if there are opportunities to be met, that will possibly connect you to somebody who will help you get to the top..............then there is a feeling of immediate fear that overcomes you.   To pick up the phone, dial those numbers and form the words to initiate that conversation makes people just want faint.    We tend to allow a tremendous amount of focus to be placed on thoughts that are pre-conceived and pre-meditated which in turn leads to feelings of self doubt. Here is a little insight for those who are challenged in this area, the person that you are wanting to reach out to, has a thousand other things going on in their minds as well, and possibly could be experiencing these same feelings.   

Just remember, when you are making phone calls in your everyday life, you are FOLLOWING UP!

Follow up: Friend or Foe Pt 2

    You're sitting at your desk, in your home office, in front of the telephone with the intention of making phone calls to follow up with your new leads that you have acquired.  The thought of obtaining new business fills your spirit with excitement, your datebook is going to be filled with meetings and you are ready to conquer the world.   The information is neatly organized and carve out time in your schedule to complete this process.  Then all of sudden, that green-eyed monster called FEAR sits down right beside you at your desk and gently whispers in your ear, "Why are you even bothering to make these phone calls?  You know these people are going to reject you so save yourself the embarrassment and move on to something else!"  And what do you do?  You allow the monster to have victory; the leads are tucked away and the thought of following up has consumed you into a sea of negativity.

Following up is very vital to keeping your business running smoothly.  Remember not to take things personally because, after all, the person is not saying "no" to you, they are just saying "not at this time" or "maybe in the future."      Many businessowners find several excuses not to follow up:  "I did my part, now the ball is in their court...";  "I should be in front of people, not chasing them down on the phone."  or  "I'm too busy."     For those who DO follow up, one phone call or email will be placed and then they throw in the towel.  Effective follow up is a process, an art and to be perfectly honest, a technique that one must master.

How many times should you follow up with a new lead?  Seven times!  Yes, it may sound pretty excessive but reaching out and constant contact seven times equals success.    So, the next time you see the green-eyed monster sitting at your desk waiting to discourage you, politely ask the monster to move over because you have a job to do - FOLLOW UP!

Follow Up: Friend or Foe

     As a businessowner, when you hear the term "follow-up" what immediately comes to your mind?  Right, getting on the phone or sending an email to a prospective client that you just met at a networking event or maybe a referral sent to you by somebody you already know.   While we always welcome new business and the great journey it will lead us on, it is common to say that most businessowners shudder when they are faced with the task of following up.

Studies show that many of us in business, well, let's face it......WE DON'T LIKE TO FOLLOW UP.  There, it's out in the open.  Moreover, many of us don't take follow up seriously and allow the task to fall to the wayside.  Sometimes, we even hope that people that we have just met will actually pick up the phone and call us to follow up before we have a chance to initiate the act.

So, herein lies the question... why do we generally loathe following up?   Because, the bottom line is many of us have a fear of rejection. (gasp) Yes, that is the REAL reason why many businessowners do not follow up.  Sure, there will be one phone call or maybe even two and that later will be followed by an email but after that, no more.   Generally, the very thought of being hung up on is a tough pill to swallow and if we trick ourselves into believing that the caller on the other end will hang up on us, then there is a seed of a pre-conceived act planted in the mind.  Owners are afraid that they will hear these words... "No thank you." or "I'm no longer interested in your products/services."    This is an inner dialogue that has been created even before the task is performed.

Don't allow the fear of following up hinder your advancement in your business.   The simple act of picking up the phone may have you trembling and nervous but once you make one phone call, you'll begin to feel more confident that you made the effort.