But, of course, the deadline for their action comes and goes and you don't hear back 从 them.
>> （几乎）最终跟进指南 <<
The secret is you have to go back to basics. The real problem here is that if the only time you're communicating with clients and potential clients is whenever you need something 从 them. You're nagging them, you're chasing them, you want to ask a favor, then you've got a real problem, because then all the time, they'll come to see every communication 从 you as a issue for them, something they've got to do work with. They'll come to dread, or at least cringe, whenever they see your name appearing on an email, or your phone number appearing when you've called them. They'll end up avoiding you.
What you want to do instead is be in a position where they are looking forward to emails and phone calls and other communications 从 you. You do that 通过 regularly communicating with them in a value added way all the time, not just when you want something. What do I mean 通过 that? I mean, firstly prioritizing your potential clients, and your clients of course as well, and business partners, but let's talk about potential clients here. Let's say you categorize them. You figure out all of all the people you've met, there are ten really high potential clients of who you'd really like to communicate with at least once a month. Then there are maybe another twenty or thirty not so important, not so high potential clients, but you never know. Maybe you're going to communicate with them on an ongoing basis every ninety days.
首先，这意味着您来找他们的时候到了，如果您有机会消失了，首先，他们实际上会打开您的电子邮件，他们会接听您的电话，因为在潜意识里他们将您与电话和您的电子邮件中包含有用且有价值的内容。每当他们在屏幕上看到您的名字时，他们都会微笑。“from” or they'll smile whenever they get a call 从 you. Secondly, because you've given all this great value to them over time, they'll feel they owe you a favor. They're much more likely to take that call, open the email, and do something, actually respond to you. Finally, if you continue to add value, and you actually add value in the email or the communication where you are chasing them, so instead of asking about the progressive opportunity, you actually send them something useful. Let's say you had an opportunity. You were talking to them about manufacturing cost reduction. What you do instead of chasing them to say you're still interested in that opportunity, you actually send them an 文章 you've written about manufacturing cost reduction or a link to a benchmark study or some other useful information. Then at the bottom, you say “顺便说一句，您是否仍然有兴趣增加这个机会？”意思是，您将继续增加价值，继续建立良好的意愿，并建立信誉，这将帮助您进一步把握机会。
All those three things together mean it is much more likely that you are going to end up being responded to, and of course you're going to win the business at the end of the day. In many ways, it's a lot like the Branson meetings I talked about in last week's five minute marketing tip. With Branson meetings, what you're trying to do is position yourself as a really valuable person to have a meeting with. Here, what you're trying to do, is regularly communicate in value added ways to your highest potential clients and prospects, so that they see communications 从 you as being value added. They'll look forward to receiving them. They'll respond to them and they'll interact with you and they'll view you very favorably. Make sure you're doing that. Make sure you're adding value in your communications in a regular basis to your highest potential prospects and clients.
If you're looking for some ideas on how to do that, look at the the twenty one word email which many of you may have. If you haven't, there are opt in forms all over the website for you to sign up and get. That will give you some great ideas on how to resurrect some old relationships and get back in touch, in a value added way. The follow on 从 that, the reignite program, which is a paid program I have, will give you a whole bunch more ideas for different situations and give you detailed training on that. Do take a look at those.