It’s hard to believe it’s May!  

With a quarter of the year already in the rearview mirror, now is a great time for growing business owners to reflect on progress. Q2 is when I tend to do a bit of a reality check: I celebrate where I’ve gained traction, examine our sales performance against goals, and forecast cash flow for the remainder of the year.

Inevitably, I realize we need to make a slight pivot here or there. Whether it’s “push harder to bring in new clients” or “hold on to a little more cash,” I am always grateful at year-end to have pulled up out of the day-to-day of working in the business (if only for a moment) to work on the business.

If you are feeling like the year is moving quickly and want to re-energize your sales efforts, consider refining your approach to follow-up.

If you’ve coached with me, you probably know that I am a big fan of follow-up. That’s because I know that consistency helps you stay top of mind. Studies tell us that 80% of sales are made after the 5th, 6th, 7th, or even 12th contact. This means the first, second, or third time you connect with a potential client or customer, you’re in relationship-building mode, and building relationships takes time.

Whether it’s an e-mail, phone call, or text, following up (especially now, as prospects are reassessing their own goals for the year) can remind them of your value. Think about the conversations you had in January, February, or March. Someone showed genuine interest, but the opportunity may have cooled as we all got caught up in the daily grind. Now is the perfect time to re-ignite that spark.

So, how do you follow up in a way that feels natural and effective?

Here are a few tips to help you make real and lasting connections:

• Track Real Data – Whether it’s a simple CRM or even a color-coded spreadsheet, knowing when you last reached out helps you avoid being repetitive. Keep track of real data on when you reached out, what was said, and the outcomes of your interactions. Trust me, no one likes getting the same “just checking in” e-mail three times!
• Show Real Interest – Ditch the generic exchange. Before you pick up the phone or hit send on that email or LinkedIn Message, take a quick peek at your notes or previous messages. Show you were listening by mentioning something specific from your last interaction.
• Bring Real Value – Think about ways to help with a real problem your prospective client or customer might be experiencing. Can you share an insight from your own breakthroughs or connect them to another resource who might be helpful?

Now that you know why follow-up is important, you may be wondering what good follow-up sounds like in real life. How can you be seen as a trusted advisor; someone your prospects genuinely want to hear from?

Here are a few script starters to help you engage people so they see you as a helpful guide:

• The Friendly Check-In: Where you reference your last interaction and ask how things are going. You might say, “I just wanted to see how things are progressing with [specific project / challenge] we discussed last month.”
• The Value Nugget: Where you share a resource or tip that directly ties to their business. It would sound something like, “I came across this article on [relevant topic] and thought it might be helpful.”
• The Curious Question: Where you pose a thoughtful question related to their goals. e.g., “As you’re looking at [specific goal] for the rest of the year, what are some of the biggest hurdles you anticipate?”
• The Let’s Reconnect: Where you invite them to catch up by video or over a beverage or meal. An example would be, “I’d love to catch up and hear more about how things are going. Would you be open to a virtual coffee next week?”

Keep in mind that the specifics of your follow-up will vary depending on your business type. For service-based businesses, this might involve sharing relevant case studies, offering insights into industry trends, or providing personalized advice. For product-based businesses, follow-up could include updates on new product features, special offers, or helpful tips on how to maximize the use of their products.

Either way, playing the long game is key.

Ultimately, following up with prospective clients or customers doesn’t mean showing up as the slimy used car salesperson; it’s about nurturing relationships and providing value. Using these approaches can help you re-ignite earlier connections and position yourself for success in the months ahead.

If you’re ready to stop leaving money on the table and want to develop a follow-up system that consistently drives revenue, I’m here to help. Click here https://www.growmetix.com/discovery-call/ to book your FREE Discovery Call. Let’s create a plan to make the rest of this year your most impactful yet.