A great follow-up technique

August 25th, 2006 by Cristina Favreau

A regular and consistent follow-up program has made all the difference in the success of my coaching practice. But not everyone likes to call out, even if it’s “warm calling”.

One of my favorite books, Selling Your Services, offers a great method—an alternative to calling out—of letting past and potential clients know that you are thinking about them and reminding them that you are available should they need you:

[An] extremely effective keep-in-touch technique is the Here’s-my-recent-success mailing. Here you send a letter telling clients and prospects, “Here’s a recent job I did for [name of client]. They were very pleased, and we achieved [describe specific results]. Here’s what Joe the client said: [insert brief client testimonial]. Can I help you achieve the same success? Sincerely, Bob Service Provider.”

Enclose with the letter tangible material from the job. This can be a case history article, news clip, photograph, sample, videotape, or a copy of a letter of praise from your satisfied client.

Bob’s only caveat

Get permission before sending it. Some clients are sensitive and don’t want you to use their names. You must respect this wish, or you could risk losing a client.

Why does this technique work so well? You are showing your prospects tangible benefits an positive results of using your services. Use this technique, in conjunction with other follow-up methods I will share with you here, and your business is sure to grow as well.

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Category Following up | 1 Comment »

  • http://www.ryaneven.com Internet Marketing Blog

    I have taken the same approach using follow up emails to past customers for some of my online businesses. Even if I don’t have a product or service to offer the customer at that time, these emails help keep my name in front of the customer so that when I do have a product for them they will be buying from someone they know and not a stranger.

    While it may not be as important in the offline world, via email I try to also include some valuable free information for the customer. This helps build credibility and decreases the chances that the customer might look at the email as spam.