No doubt, you’ve heard the adage, “The fortune is in the follow-up.” So why is it that so many of us expend extraordinary amounts of energy searching for new prospective clients, yet when it comes to making follow-up contact with them, it’s a major fail?

It doesn’t take a rocket scientist (or a plastic surgeon) to remind you about how critical it is to follow-up.

Being vulnerable. Fear of coming across as needy.

For a lot of people, the possibility of following up and having an actual real-time conversation brings up tremendous fears of rejection and inadequacy.

Here are some simple tips I’ve collected for curing “follow-up failure:”

  1. Start by presencing and re-presencing your “compelling why.” Your “compelling why” is a simple statement about why you feel called to do the work that you do. Feeling the energy and passion of your “big why” gives you a boost to get past almost any type of mental or emotional inertia that holds you back. Presencing this can be as simple as writing down the statement on a sheet of paper and keeping it near your telephone.
  2. Set daily follow-up goals. Set a minimum daily results-based goal, for instance, of five live conversations with potential clients. Also set a “bull’s eye” goal of, say, 10 live conversations. Then set a “stretch” goal of 15 live conversations.
  3. Reward yourself. Set up small rewards for reaching one or more of these goals each day. The rewards can be as simple as going for a walk, watching a movie, or making a phone call to a close friend. Be creative!
  4. Work with an accountability partner. Similar to working out at the gym, it’s easier to workout or follow-up when you’ve got some else who can be a witness and cheerleader to your sweat.
  5. Track your activity and outcomes on paper or digitally. It’s amazing how seeing your activity and results in writing can be a low-tech, but high-payoff motivator. But you’ve got to try it to believe it. Here’s an example of what I actually used when I was accelerated from zero to a six-figure revenue stream in 73 days. (No points for style, but it worked!)
  6. Make follow-up fun. Turn this it into a game. For instance, see how quickly you can make five live conversations with potential clients.

Being consistent and effective at following up is a habit that anyone can develop. All it takes is a willingness to be of service and value to a fellow being.

Following-up doesn’t require advanced degrees or any type of advanced training. You don’t need to invest in yet another training program or workshop to learn how to follow-up.

Of course, if you’re one of those people who won’t take action unless you’ve paid good money for the advice, feel free to send money my way!