Wednesday, March 27, 2013
What James Malinchak Taught Me With Regards To The Power Of Follow Up By Andrea Adams-Miller
By Liam Martin
James Malinchak once asked me, "How much money are you leaving on the table, Andrea?" At first, I didn't know what he meant. When I looked at him with a perplexed expression, he said when first meeting people, I was outstanding at offering my services as far as interpersonal relationships, business relationships, as well as media relationships. However, he thought I can follow up better for services that might be needed later. As we talked, I noticed that I'd been neglectful on the follow up for some clients for which I perceived they were not ready for my products or services. However, my belief wasn't always their reality!
After the meeting with James, I amped up my follow up. Allow me to clarify that I was pretty good at following up as far as checking in and preserving a relationship with prospects, friends, clients, etc. Even so, what James wanted me to do was to follow up by specifically asking about whatever products or services we had discussed in the past. Later on, I hadn't realized people wanted me for products or services when I called. I didn't realize this because I didn't ask them for an update about their need for the products or services when I called them. Therefore, they thought I wasn't interested in giving that service for them! Well, that was obviously far from the truth as I wanted to be of service to them. Nonetheless, since I, in my hurry not to seem pushy, I never even mentioned my services to them again missed out on some terrific opportunities. Rather than appearing pushy, I appeared too busy for their business!
Therefore, the power of the follow up became much more profound to me. Follow up is excellent with a thank you and a general probing question to how they are doing. I was doing all of that right! Later, I prevented clients and friends from letting me know they were interested now. Once I started doing the appropriate follow up, I realized how much money I had left on the table! I found out that friends who had already begged me to provide services for when they had the time or income in the future, eventually moved on to one of my competitors because they said I never brought it up again!
Shame that I put that burden on them to tell me they were ready for my business, when it is obviously my job to do that for them! I get it now; I understand that I need to remind people of what I am capable of doing for them. In reminding them, I am not being pushy; I am not being rude. I know that I am doing the right thing because I genuinely care about my clients, friends, and prospects. It is a service to let them know when I have opportunities, deals, and abilities to serve them in their personal or business lives.
Following up in an alternative manner led to clients being thankful. When I call to check in on them as I normally did, I mention, "Oh, by the way, if you ever need..., I'm your gal!" This phrase alone has given opportunities to help them in ways that I hadn't even considered! Clients are grateful for the services. Friends are pleased to have somebody they could trust to help them, and prospects are thankful that somebody is there to give solutions to the problems they weren't looking for before that suddenly came up! Therefore, I really hope this explanation provides you with the confidence to follow up properly and encourages you to stop leaving money on the table!
Andrea Adams-Miller, CEO & Founder of www.IgniteYourRelationships.com, LLC, is known by the press as "The Leading Interationa Authority on Healthy Relationships." She is a keynote speaker, relationship and business relationship consultant, columnist, international award winning radio show host, and best-selling author. She shows people how they can create, retain, and sustain REAL lucrative relationships for life!
After the meeting with James, I amped up my follow up. Allow me to clarify that I was pretty good at following up as far as checking in and preserving a relationship with prospects, friends, clients, etc. Even so, what James wanted me to do was to follow up by specifically asking about whatever products or services we had discussed in the past. Later on, I hadn't realized people wanted me for products or services when I called. I didn't realize this because I didn't ask them for an update about their need for the products or services when I called them. Therefore, they thought I wasn't interested in giving that service for them! Well, that was obviously far from the truth as I wanted to be of service to them. Nonetheless, since I, in my hurry not to seem pushy, I never even mentioned my services to them again missed out on some terrific opportunities. Rather than appearing pushy, I appeared too busy for their business!
Therefore, the power of the follow up became much more profound to me. Follow up is excellent with a thank you and a general probing question to how they are doing. I was doing all of that right! Later, I prevented clients and friends from letting me know they were interested now. Once I started doing the appropriate follow up, I realized how much money I had left on the table! I found out that friends who had already begged me to provide services for when they had the time or income in the future, eventually moved on to one of my competitors because they said I never brought it up again!
Shame that I put that burden on them to tell me they were ready for my business, when it is obviously my job to do that for them! I get it now; I understand that I need to remind people of what I am capable of doing for them. In reminding them, I am not being pushy; I am not being rude. I know that I am doing the right thing because I genuinely care about my clients, friends, and prospects. It is a service to let them know when I have opportunities, deals, and abilities to serve them in their personal or business lives.
Following up in an alternative manner led to clients being thankful. When I call to check in on them as I normally did, I mention, "Oh, by the way, if you ever need..., I'm your gal!" This phrase alone has given opportunities to help them in ways that I hadn't even considered! Clients are grateful for the services. Friends are pleased to have somebody they could trust to help them, and prospects are thankful that somebody is there to give solutions to the problems they weren't looking for before that suddenly came up! Therefore, I really hope this explanation provides you with the confidence to follow up properly and encourages you to stop leaving money on the table!
Andrea Adams-Miller, CEO & Founder of www.IgniteYourRelationships.com, LLC, is known by the press as "The Leading Interationa Authority on Healthy Relationships." She is a keynote speaker, relationship and business relationship consultant, columnist, international award winning radio show host, and best-selling author. She shows people how they can create, retain, and sustain REAL lucrative relationships for life!
About the Author:
James Malinchak, Presented on ABC's Hit Tv Show Secret Millionaire, is considered by a lot of industry experts as the World's #1 Big Money Speaker Coach and Trainer. For Totally free Video Trainings regarding how to get paid to speak and ways to be a how to overcome stage fright, check out www.BigMoneySpeaker.com.
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