Building Relationships

How to Follow Up With a Client (3 Ways That Actually Work)

26-Nov 2019 • Client Relationships

As a consultant, there’s a lot of back and forth between you and your clients. Sometimes, emails go unanswered and things fall through the cracks - but you still need to follow up. With a ServOps system, you can easily keep track of all client communication in real-time to avoid missing a time-critical response. Furthermore, you can follow these 3 steps (that actually work) to follow up with clients, with ease:

  1. Keep it conversational
  2. Be prompt
  3. Offer unique value

1. Keep it conversational

No one wants to feel like they’re hearing from a robot. If you need to touch base with a prospect or client, keep it conversational. Everyone’s inbox is already inundated with jargon-filled business-type emails. Also, it’s helpful to have a sales with a two-way sync email stream that lets you see all touch points you (or your team) have had with a client. That way, you’ll minimize double-touches and avoid looking disorganized.

2. Be prompt

If you’re following up after meeting a potential client in person, you need to keep it short and sweet. Drop a line about something specific you chatted about and if it’s relevant, remind them where you met. You should schedule this first follow up no more than 48 hours after first meeting them. This is a crucial step and doing it in a timely manner can mean the difference between new business or not. Never let a follow up like this fall through the cracks—with a smart technology platform, you can set triggers to automatically prompt you to take the next necessary step.

3. Offer unique value

When you reach out next, you need to provide unique value (or else you’ll probably annoy them). It should be content-based, like focusing on an area of your proposal they seemed particularly interested in. It doesn’t need to be complicated—think something along the lines of an email with links to further information. Again, keeping track of everything that’s been said is crucial, and having a fully integrated smart CRM to automatically track and sync all your client records, with automated notifications will help you achieve growth.

If you found this short list helpful, please share it with your colleagues! Or, if you’re looking for something to help you grow your consulting business (without the growing pains), have a look at this.

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