Following-up can be an acquired or innate skill that comes naturally to some and for others is a skill that takes time to develop over the course of their career. The Importance of follow-up in your business is huge because this is where the application of your skills and your ability to deliver the product/service become evident.

When you are meeting new "prospects" or new businesses to offer your services do not be discouraged if you do not close them that day. Following-up with them and matching their interest level with the information they desire and being a friendly face and a place of knowledge and leadership in your niche will pay-off over time as people will come to you when their need arises for your product/service. What follow-up does is keep you and your company at the fore-front of their mind when they think of your related field and develop a need for you.

"Think of Follow-up as an investment of your time that pays dividends and will bring referrals from your clients in droves when done properly." --- Brian J Fanslau

I usually follow-up with interested people once a month and do so as a friendly guy looking to help them with their Social Media and Online Marketing Strategies. I often ask them how they have been and how business is. Regardless of their answer I offer a short free 10 min. consultation with them and give them some free value for taking the time to speak with me. 

My company that I helped start is a service company and our product truly balances on our knowledge being transfered seamlessly to our clients for their success. Thus how I can validate what we offer and if you will sample out what we do so others can see how effective our services are is through these simple 10 min. consultations or speaking engagements.

When you follow-up with an interested person or company always give them form of sample and be sincere. People can smell a fake miles away and through the phone. So be yourself and set up a calendar that you can make those interested and make a time to call them in the near future. You may have to continue to re-schedule them time and time again but the effort will pay-off.

I do not do any cold calling myself and I would recommend that you find a more constructive way to find new business if you are using cold calling yourself. Follow-up is about being personal and giving value and is not a numbers game. 

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Sincerely to your Success,

                        Brian Fanslau