DON'T Drop the Ball
We do follow-up phone calls, not just from after the program, but after the invitation goes out.
-Brad Dozier
Good follow-ups get business. Bad follow-ups get ignored. An example of a bad follow-up is calling someone once, leaving a voicemail message, and never calling back again. That’s simply not the way to build a successful business. Instead, keep in constant touch—at all phases of seminar planning, from the scheduling stage, to the event itself, and beyond.
“We do follow-up phone calls, not just from after the program, but after the invitation goes out,” said Brad Dozier, president of Capstone Financial LLC in Nashville, Tenn. He keeps these contacts low-key. “We ask whether they are planning on attending,” he said. If the answer is no, Dozier will ask the person whether the decline is simply due to bad timing or whether the topic just wasn’t pertinent. That way, Dozier has already engaged in a conversation with the prospective client. If the person’s schedule simply wasn’t good, Dozier will then keep the invitee in mind for future seminars and let him know when they’re scheduled. If the topic wasn’t of interest, Dozier asks what subject would be a good draw—thus learning the prospective client’s interests as well as generating good seminar topics.
-Brad Dozier, president of Capstone Financial LLC in Nashville, Tenn., in How to Follow Up Effectively after a Seminar
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