Many years ago I was working in a furniture store to support my young photography business.  An old retired salesman came in as a customer and was kind enough to share his wisdom. 

He came back to the store a few times.  I honestly don’t remember most of the conversations, but one sentence rings in my head like it was yesterday.  “It’s what I call the ol’ follow up”.  It sounds innocent enough, but the words  “I’m following up” became a major part of my vocabulary from that day forward.

Sometimes you are not sure what to say to a customer in a call back situation.  You don’t want to bother your prospect, sound desperate or be too aggressive.  But, if you pick up the phone with the mind-set that you are calling for the benefit of your client, you will be more at ease.

“I’m following up” is disarming to a prospect or client because the motive is based on customer support.  You want to make sure they have all the information they need.  Ask if they have any questions or concerns.  (Never use the word “problems”).  Keep it positive and light.  If more information is needed the conversation will progress.

Build a list of follow up ideas.  Making sure the estimate or invoice is correct, delivery was on time or that the client is happy with the purchase are valuable support follow-ups. Also, new portfolio work, product add-ons and services are great income building follow-up ideas to consider. The goal is to build the best relationship possible.  You want your prospects and customers to be comfortable with you and to be top of mind.

It doesn’t matter if you had a conversation a day or a year ago.  The ol’ follow up is a a great way to keep in touch.