(The Referral Guy) The Follow-Up – Just Do It! - Steve Sweeney

The Referral Guy
S5 Episode 9
Episode Title – The Follow-Up – Just Do It!

​Introduction
How many times have you waited for a prospect to call you back but the phone never rang?

How many times have you procrastinated about following someone up, finally mustered the bravery, then said, “Well it’s too late now!” and done nothing?

And how many times have you had someone follow you up and felt a little special because they made the effort?

Following prospects up is considered by many to be trying too hard or worse, pestering people. Yet it’s a necessary artform that enables the continued contact that often leads to the partnership, collaboration or client that can change your business.

So learn the follow-up techniques and tricks that remove the feeling of, well… ickiness! 

Because effective follow-up is about one thing and one thing only… making someone feel special.

Show Objectives
Through the course of this show, you will learn – 

• Why follow up
• Who to follow up
• When to follow up
• How to follow up

These are all vital for securing relationships and advancing them to the next level.

What You Need to Know
Segment 1 & 2 – Why Follow-Up

This is the big one people usually stumble on. When people feel they don’t have a valid reason for making contact, they don’t. So here are a few great reasons for making secondary contact with another human being…

• To secure relationships by making someone feel important/special/worthy/respected/valued…
• To fulfil a promise
• To give feedback/praise/thanks
• To pass on an idea you thought of they may find helpful
• To deliver additional relevant information
• To be helpful
  • Make an introduction
  • Make an offer
• To offer additional value/information 
• To seek additional information or clarify existing information
• To check on – 
  • The job you did
  • The information you supplied
  • The value you gave
  • The feedback you received

Segment 3 – Who to Follow-Up

• Prospects
• Colleagues
• Clients
• Interesting people you meet
• People you’ve 
  • introduced
  • referred
  • helped
  • made an offer to
  • something in common with
  • chatted with at networking events

When to follow up is the key and getting it right is essential!
Understanding this is pivotal to making following-up natural. Indeed, it makes the person you’re following-up want to receive your message!

Contact info@referralacademy.com.au for more information about this critical piece of the puzzle. It really does make all the difference!
Segment 4 – How to Follow-Up and How not to Follow-Up
With personality and sincerity. With your heart in the right place. With a desire to move someone to a better place.

The Communication Hierarchy

• Face-to-Face
• Zoom
• Phone call
• Email
• Personal Card

How Not to Follow-Up…

• Spam
  • Don’t put someone on your mailing list unless they’ve agreed to it.
• After you’ve been told not to
• Too frequently

There are other critical elements to the How of following-up. Include these simple communication patterns and you’ll find doors will open readily for you. Contact me info@referralacademy.com.au for more information on these techniques that win the day.

What You Need to Do
Have confidence in yourself and the value you bring to every conversation. You got this!

Following up flows naturally when your heart is in the right place and that place is a place of helpfulness. So get it in your mind that moving someone from where they are to where they’d rather be should always be the basis of every follow-up effort you make.

Contact me at info@referralacademy.com.au for further information on this topic or to discuss becoming a guest on my show. That way, you can demonstrate your expertise to a global audience!

Previous Show
Season 5 Show 8 – Specialists are Easier to Refer

Specializing in a niche creates confidence in you. So learn the tricks that make specializing special!! 

1. How specialising helps your marketing cut through the noise.
2. Great Reputations Create Great Referrals
3. The importance of developing a meaningful Unique Service Proposition. (USP)
4. How to own your specialty niche.

Generalists do not attract the same level of confidence as specialists. So pick a niche and make it yours.

Next Show
Season 5 Show 10 – Present Like a Business Leader
In this week’s show, I’m giving you a special treat. It’s the radio version of a training I run for business leaders across the globe. You’ll love the tips and tricks you learn that elevate your performance and your audience.

Tune in and learn from this special presentation.

Your Host and Resource

Hey, I’m Steve Sweeney… The Referral Guy.
Being a Specialist Referral Marketing Trainer provides me with wonderful opportunities to help business owners attract more business by referral. This is one of the most cost-effective methods of marketing as it relies 100% on the quality of relationships you have with people in your network. Once trained, your skills last a lifetime and continue to pay dividends.

The Australian Referral Training Academy (ARTA) exists to teach business owners and sales professionals the art and science of attracting referrals and helps them build their own Strategic Referral Teams (SRT)

Shoot me an email if you’d like to learn more info@referralacademy.com.au

​