The Art of Following Up

Recently I purchased a car and the process was very smooth. The dealers people involved were friendly, knowledgeable and sincere in wanting to help me purchase a vehicle.

I arrive at the dealer on a Wednesday to start the process and the selection process, test drive and paperwork goes fairly quickly and you can tell my sales guy here has done this a time or two. I schedule to pick up the car on Friday and all is set to go thru with the finance and wealth of paperwork to complete, but, again, went quickly and it was very organized and explained in detail. On a side note, feeling famous as I signed or initialed documents roughly 30 times.

I also have to say the the car was up front, totally detailed and ready for me to drive away. Just another piece to the overall experience.

The Lost Art of Following UpHere is the part that I always truly appreciate and it is the art of following up. Within a week of picking up the car I get a hand-written card from the two gentleman that assisted me in the process. There is always a moment of surprise when you do get one of these because it actually happens so rarely. Truly appreciate the follow up and of course I will be thinking of them for future use as well as a referral source for them.

I have had the occasion recently to do some of the same follow up for recent meetings. One was a hand-written thank you card for the meeting and two were emails with the same type of message. It is a lost art to do this type of follow up. It doesn’t have to be some long, drawn out message. Here are the two emails that I sent:

Great meeting with you this morning. There should have been smoke coming from our area with as much info as we tossed around. I truly enjoy our in-depth conversations.

I also included some items that were referenced in our meeting and an actionable next step for a future meeting.

The other email was:

It was great meeting with you yesterday and I thoroughly enjoyed our conversation. I look forward to the next opportunity to meet with you.

Both emails garnered a response from the individuals that I had met with.

Here are some key points for you to use when do your follow up.

1. Make it quick. Send an email or similar method (LinkedIn, Facebook Message, etc) within 24 hours of the meeting or event. Send a ‘hand-written’ card within 72 hours.
2. It should cover the reason for the communication, reference something from the meeting or event and have some actionable next step or steps.
3. Be sincere. Show gratitude. Be Thankful.

Following up is a component of great customer service, salesmanship, professionalism and it doesn’t have to be a lost art. Start following up today!

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