I often tell my team, particularly newer members, how important it is to follow up new clients after an enquiry has been made. Often the clients are either in overwhelm mode: too much to do, or panic mode: the work needed to be done yesterday. Consequently when a message is left on their voicemail, or an email sent, the client might not see it, or might get distracted by something else, and good intentions have gone by the wayside. They know they need help, but they’re so stuck in the middle of it, that trying find the time to return calls, or respond to emails, can sometimes be too overwhelming for the overloaded client. The VA who was hoping to help them with what was needed, has become virtually invisible. They (the VAs), in turn, come to me to say they’ve not heard from the client, what should they do? I tell them ‘follow up’.
Such an important thing to do – follow up. I believe in the ‘squeaky wheel’ principle. It’s the squeaky wheel that gets the most attention. Likewise, the person who follows up the most is more likely to catch the client at the right moment and get the job that needs to be done. You need to make yourself known.
One of my clients, Stefan Kazakis, is a business coach. He also teaches his clients about the importance of follow up – particularly in the sales arena. And I feel that what he says also applies to the VA industry, and in fact, anyone at all who is in the business of selling their services, or even their own abilities (such as job hunting). His two articles ‘Help People Buy From You‘ and ‘Follow Up & Follow Up Again‘ are worth reading. Make sure you go read them and apply what he recommends, if it fits the bill for you.