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Is Follow Up a Lost Art?
By Linda A. Hunt

A couple of months ago, I referred a prospective client who was not right for my firm to another bookkeeper who I thought would be a better fit. I sent him an email and then I followed up with a phone call so that I could give him all of the details that I had learned in my initial conversation with the prospective client. I had not referred anyone to this bookkeeper before. I found it interesting that I was doing most of the follow-up to give him business and this of course, got me thinking – is following up a lost art?

Since I had told the prospective client that I would pass their name along, I set up a reminder in my calendar to follow up with both the prospective client and the bookkeeper in a few weeks time. When I did I ended up having a lovely conversation with the prospective client from whom I learned that they were working with my referral and very pleased with the outcome. When I called the bookkeeper, who I referred the business to – no response!

This is not the first time I experienced this and I am sure it will not be the last. Life, these days, seems to move at the speed of light and we have tons of technology to help us keep up that speed. To me, technology represents a double-edged sword. While on one side it can make our lives simpler by automating time-consuming tasks, it also keeps us running at a pace where we forget to slow down to be people and connect as people.

Following up takes discipline. Sending a handwritten note is the most powerful and least expensive way to deepen a relationship. A handwritten note denotes a relationship and leaves a lasting impact.

Over 80% of my business comes to me through referral. I have spent a great deal of time forming relationships with my colleagues and have to do very little other types of marketing. The day I receive a referral, I send out a handwritten thank you. I don’t wait until or if it turns into business. I believe that my referral rate is so high for two reasons:

1) All it takes to receive another referral is a simple acknowledgement to the source of the referral to keep them coming, and:
2) I ask them to keep referring to me.

It’s that simple. Remember to incorporate personal touches in all of your networking and you will set yourself apart from the pack and watch the referrals start to roll in. Following up is one of the easiest ways to distinguish yourself from others. Don’t under estimate the power of tangible appreciation.

Copyright © 2008 Linda Hunt and Laurie O’Neil, The Bookkeeper’s Referral Network, Inc.

If you would like to use this article on your website or in your own e-newsletter, please reprint in its entirety and include the following information:  Copyright © 2008 Linda Hunt and Laurie O’Neil, The Bookkeeper’s Referral Network, Inc.  Linda Hunt and Lauire O’Neil are the co-founder of The Bookkeeper’s Referral Network Inc., the place where business meets great bookkeepers. To sign up for free articles and insider tips to grow your practice, add value to your clients while making more money working less, visit www.bkpr-network.com