Strategic Follow Up: Five Easy Steps to Build Your Business (The Follow Up Doctor's Prescription for Business Success Book 1)
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About this ebook
After a networking meeting where introductions and business cards are exchanged, many people just don’t get it when it comes to follow-up. Are you one of them, overwhelmed by the mountain of business cards you’ve collected?
Your business contacts are the key to unlocking the door to bigger and better things: practical connections, long-term relationships and super-sized synergies that can multiply your success... But just how does having this contact information get you to where you want to go?
If you don’t follow up—or if you follow up haphazardly, little will come of your efforts, no matter how hard you try.
In Strategic Follow Up you'll discover: • A plan for every meeting you attend • The right prospects for you • A variety of ways to interact • What to say and how to track interactions • How to create long-term relationships with customers and prospects
"When it comes to having a plan for networking, Dr. Kaaren Douglas, hits the nail right on the head on how important FOLLOW UP is and how to apply it properly. I will certainly be implementing this book as part of my Bring-It Mastermind Groups curriculum." AJ Kahn, CEO & EntreLeader of United States Business Bureau
“The content is bite-sized and informative and inspirational for the audience. (people like me :)” Kevin Hackenberg, Executive Producer, Get-Kinetic, Inc.
“I think this is perfect. I like that it is in simple steps. Very concise. Certainly, anyone can take action steps on this.” Dr. Brian Grossman, Clinical Psychologist, small business owner.
“I am so grateful for your help and I’m so excited because I have fallen back in love with my business...” Maria Durant, Owner Dance 4 Wellness.
“Even shy folks like me can win big with Dr. Douglas’s guide.”- Kristine M. Smith, Yellow Balloon Publications
Think of the network you are building as an important personal asset. Dr. Kaaren Douglas gives you a prescription for how to find the right people to increase your business and create raving fans who will help you do it. Time to take your medicine.
Dr. Kaaren Douglas
Kaaren Douglas, MD, MSPH is a vibrant speaker and business mentor, focusing on assisting solopreneurs with home-based businesses, and those building a network marketing team. As a business owner, she has received commendations from the City and County of Los Angeles for her service as a Director of the Chatsworth/Porter Ranch Chamber of Commerce 2010-2011. Currently, she serves as an Entre Leader for Bring It, a Mastermind Group sponsored by the Ventura United StatesCounty Business Bureau.Dr. Douglas enjoyed a solo family practice in Illinois before completing a Robert Wood Johnson fellowship emphasizing research and teaching skills. She launched a full-time academic career at the University of Missouri-Kansas City, moved then to a free-standing family practice residency program, and lastly the University of California-Irvine. While at UCI she supervised the interdepartmental Geriatric program, and completed a Management Development Program in Health Care to enhance her management skills.Leaving academia, Dr. Douglas became the Director of Geriatric Programs at the Motion Picture and Television Fund (MPTF). She enjoyed meeting and caring for people who had worked in the motion picture and television industry. She has fond memories of listening to stories from people who worked behind the camera on films like "The Ten Commandments" and "Planet of the Apes." "I never expected I would meet people I had only known in movies, like DeForest Kelley, Roddy Macdowell, or Kirk Douglas," Dr. Douglas related, "Or hold an Oscar awarded to John Chambers, gifted makeup artist, in my hands."She served as a Board Member of the Southern California Cancer Pain Initiative, inspired by her desire to assist her husband when he was diagnosed with cancer. Dr. Douglas left her full-time position at MPTF to care for her terminally ill husband. After his passing, she decided to branch out from medicine, and discovered an interest and passion for entrepreneurial pursuits. Her experiences as teacher/clinician and manager are assets in helping her guide other entrepreneurs to be more effective in their own businesses.Dr. Douglas has served as a consultant to multiple academic institutions and national agencies, including the Senior Citizen Advisory Committee for former U.S. Representative Lynn Martin and The American Academy of Family Practice. She is the author of "A Practical Guide to Clinical Teaching in Medicine," as well as numerous scientific and research publications.
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Strategic Follow Up - Dr. Kaaren Douglas
Strategic Follow Up:
Five Easy Steps to Build Your Business
Dr. Kaaren Douglas
The Follow Up Doctor
STRATEGIC FOLLOW UP
© 2017 Dr. Kaaren Douglas, All Rights Reserved.
All rights reserved. No part of this book may be reproduced or transmitted in any form or by any means, including but not limited to information storage and retrieval systems, electronic, mechanical, photocopy, recording, etc. without written permission from the copyright holder, except for brief quotations in a review, article, book, or academic paper.
ISBN: 978-0-9970083-0-2 (Print)
ISBN: 978-0-9970083-1-9 (E-Book)
Library of Congress Cataloging-in-Publication Data
Douglas, Dr. Kaaren
Strategic Follow Up: Five easy steps to build your business/Dr. Kaaren Douglas
Medicus_logo.jpgMedicus Publishing
107 N. Reino Rd. #181 • Newbury Park, CA 91320
info@ medicuspublishing.com
www.medicuspublishing.com
Acknowledgments
Although I have attempted to list many valuable resources and texts in the Appendix, I could not include all the sources I consulted to write this guide.
Valuable information and inspiration were contributed by Bob Burg, Joel Comm, Greg Spaulding, Mara Purl, Jason Williams, Carolyn Ruby, Remy Haynes, Dr. Bruce Kaplan, AJ Kahn, Roberta Nadler, Ellen Lubic, Kevin Hackenberg, Dr. Mary Watson, Bonnie Sharer, Neil Palache, Christopher Owen, Penny Francis, Karin Conway, Dr. Brian Grossman, Cheryl Smith & Nancy Halas, Douglas Byrd, and J. Christine McCray.
Many thanks are due my friends, clients, and contacts who I have been privileged to have in my life. Thanks also to my family and their continued support.
Copy Editing by Adrienne Moch.
Rebecca Finkel provided the cover design and Nick Zellinger developed my logo.
Contents
Section One
Chapter 1: Why Follow Up?
Chapter 2: Trust Me, I’m a Doctor
Chapter 3: Develop Good Habits
Chapter 4: Evaluate Your System
Section Two
Chapter 5: The Five Easy Steps
Chapter 6: Step One: Sift and Sort
Chapter 7: Step Two: Keep Track
Chapter 8: Step Three: Speak Their Language
Chapter 9: Step Four: Say It Right
Chapter 10: Step Five: Follow Up Every Day
Section Three
Chapter 11: Keep Your Customers.
Chapter 12: Stay Connected.
Appendix
Marketing Profile
Resources
About the Author
How to Connect
Disclaimer
This book is designed to provide information about the subject matter covered. It is sold with the understanding that the publisher and author are not engaged in rendering legal, accounting or other professional services. If legal or other expert assistance is required, the services of a competent professional should be sought.
It is not the purpose of this guide to reprint all the information that is otherwise available to business owners, but to complement, amplify and supplement other texts. For more information, see the many references in the Appendix.
Every effort has been made to make this book as complete and accurate as possible. However, there may be mistakes, both typographical and in content. Therefore, this text should be used as a general guide, and not as the ultimate source of follow-up information. Furthermore, this guide contains information on follow-up only up to the printing date.
The purpose of this guide is to educate and entertain. The author and Medicus Publishing shall have neither liability nor responsibility to any person or entity with respect to any loss or damage caused or alleged to be caused directly or indirectly by the information contained in this book.
If you do not wish to be bound by the above, you may return this book to the publisher for a full refund.
spacer.jpgSection One
spacer.jpgChapter 1
Why Follow Up?
The trouble with having an open mind, of course, is that people will insist on coming along and trying to put things in it.
Terry Pratchett (1948-2015),author of fantasy novels
pg15.jpgImagine you go to a networking mixer and meet:
• A distributor looking to recruit you to his business
• A professional networker you’d like to meet later for coffee
• A hypnotherapist who makes you laugh
• A lawyer who shoves a card into your hand and moves on
• A sexy real estate sales woman in soft clingy cashmere whose face is overshadowed by her ample cleavage
• A bored insurance salesman
• A chiropractor pushing nutritional products
• A marketing director from the local chamber who invites you to visit the chamber office
All of them give you their business cards, and some of them ask for yours.
Now what? Which, if any, of the people above would makesense for you to contact after the event?
We collect business cards, take them home and toss them on the desk. Then we go to the next event without ever deciding what to do with the cards we just got.
Is this you? Are you overwhelmed and don’t know what to do with the business cards you collect? That is the OLD way of doing business. I suggest that for networking to be productive, you must be proactive. You must have a plan, and commit to interacting with people for a long time.
When you are at an event, or interacting with people on social media, do you sift and sort the contacts you make on the spot?
What criteria are you using to decide which are the bestpeople for you to talk with again?
With a limited amount of time, how do you target the time you spend on follow-up to keep in touch with the best contacts for you?
Despite thinking you are in the business of selling
your product or service, the truth is you are in the business of building and sustaining relationships. That is the NEW way of doing business. That takes effort, a kind of effort most people don’t understand or spend much time on.
As you network in person or online, you will meet people who become your customers or clients, and those you want as friends. And best of all, you will find raving fans who help you grow your business.
Does follow-up work to build business?
• Mike W. was selling doors and windows. One holiday season, he sent out 50 holiday cards to former customers just wishing them well. No sales pitch was included. He received a call from one of the customers who told him how happy she was to hear from him, as she had lost his information. She invited him over to look at a new job at her home. At the time of the sales presentation, he was able to generate $10,000 in new business from that one customer.
• Another salesperson noted she built her online business in Germany by using personal messages on Facebook.
• Roberta N. posted on Facebook: Just got a call from a past client who saved my card for 10 years! She had a referral. A clear message: follow up! Always stay in touch!
• A husband and wife built their online business by consistently following up, along with having an accountability partner who they talk to every day.
• Karen B stated: "As a real estate broker, I understand the importance of follow-up. However, sometimes in our busy worlds, if we don’t have