Follow-Up? What Follow-Up?

You just gave the presentation of a lifetime. You had a room full of top decision-makers from your all-time top prospects. You had their ear and they were eating up every word of what you had to say. These execs were engaged, their wheels were spinning, and they wanted you, your product, or your service. So, the presentation ends and what do you do?

I can’t even count how many times people come to me and we discuss presentation strategy and develop a great game plan and a fantastic presentation. And, a month later, they call me and are wondering why the presentation didn’t turn into new business. My first question is always, “What did you do after the presentation ended?” Did you have a follow-up plan of action in place or did you just let it go, thinking that the audience was going to call you?

Just as important as the presentation, if not even more so, is your follow-up. You must have a plan in place before you set foot into that room and start speaking. Without a good follow-up plan, you are basically leaving it all on the table, because I can pretty much guarantee that no one is going to be calling you without some further provoking.

There are many strategies to employ. Try collecting email addresses and sending a follow-up email. Or, ask if audience members want to receive your newsletter or blog posts. You can always try a good old-fashioned phone call. What about an invitation to your next presentation or even a webinar? The strategies are endless, but the key point remains – have a strategy and make it very specific. In addition to your actions, put a timetable together so you know that, for example, seven days after the presentation, attendees get a phone call. Seven days after that is a follow-up email. Ten days later is a snail-mail letter and an invitation to your next speech. Don’t let too much time pass as you want to hit them hard in the weeks immediately following your presentation.

What are some of your strategies for follow up? Share below… I would love to hear how others do it.

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