Following through means taking action and keeping your word. Below are some additional considerations regarding follow-through.
• When you say you’ll do something, be scrupulous in meeting your commitment, whether to a client, supervisor, customer or direct-report. If you can’t deliver it, don’t promise it.
• In job interviews and networking, rapid follow-up can mean the difference between landing the job and/or client. Hiring decisions are often made very quickly after interviews. And getting in contact with people soon after meeting them means they will remember you, increasing the likelihood they will eventually buy from you.
• Be sure to send a thank you note after you close a sale or receive any courtesy. This will make you stand out from the others, inviting an ongoing relationship to develop, or continue to develop. Also, a short thank-you note gives you a great excuse to add anything you forgot to say in a meeting or interview, or to highlight details you only glossed over.
• All top salespeople are masters at follow-through. Lack of follow-through is the primary element missing when sales are not keeping pace with leads generated. You may have hundreds of leads with a great deal of potential. But unless you follow through and actively market/sell to these leads, they will not turn into sales.
• Following through after sales have been made also makes good financial sense. Getting business from new customers costs significantly more than securing additional business from existing customers.
When it comes to follow-through, something is better than nothing. It doesn’t have to be an all-or-nothing thing. The best is to follow-up as frequently and best as you can, a practice that can even affect productivity positively.