To read Nader Anise's bio on Wikipedia, go to:
Dear ,
There's something I do in my business that's so important...
I've been doing it for over 30 years since I got out of college...
Anyone who's dealt with me has probably seen me do it...
I must admit, I consider it one of the secrets of my success...
You want to know what it is? I'll tell you...
It's Called FOLLOW-UP
How good are you at following up?
I can tell you this: The better you are at following up, the more likely it is that you'll succeed in your business. It's that simple. Yes, there's an absolute, direct correlation between those who regularly follow up on matters and those who are the highest achievers.
Want proof?
Look through the last three or six months of your SENT emails and check on how many times you've had to send multiple emails to prospects to get a response. Chances are, you were more successful when you followed up with multiple emails than you were when sending only one.
Not only is it fairly common for people to put things off until there's a deadline or until they're nudged numerous times, but with everyone's crazy schedule, spam filters, and other screening tools, people may not get your first email.
That's why...
YOU MUST FOLLOW UP. ALWAYS. RELIGIOUSLY. ALL THE TIME. NO EXCUSES.
For me, follow up is now second nature. I do it without thinking. I might follow up with someone as often as half a dozen times in a one or two month period. Even after that time frame, if there's no response, I might wait six months or so and then follow up again.
And despite my persistence, I've never had anyone tell me that I was irritating. No one ever said: "You're so annoying!" Never (or even anything resembling that). Most people appreciate when you follow up because it shows that you care about them and your business.
So, Are There Rules for Following Up? Yes, Absolutely.
Follow these 5 rules for the best follow-up success:
1. Give value with every follow up. Don't simply follow up and ask if they received your previous email or your link or the listing or whatever. Add new information to every follow up email to add value.
2. Make sure your emails are well timed and frequent enough. This is one of these rules that you'll have to use your intuition and gut feeling with. You certainly don't want to be too pushy or annoying but you don't want to just watch from the sidelines either.
3. DO NOT hunt people down in person or on social media. I think this is pretty obvious. Unless someone asks you to use social media to get in touch with them, don't do it. And, PLEASE, don't stalk them in person.
4. Showing interest is good; showing desperation is bad. Be subtle, be succinct. Don't beat the prospect over the head with a hammer to reply to you.
5. Give SPECIFIC instructions. A big reason why people don't reply to emails in the first place is they're not told exactly what to do. Instead, you want to be very specific about what you want the person to do in replying to you.
That's it!
Until next time...
If you have any comments, ideas or suggestions, please email me at: nader@copticchamber.com.
