Follow-Up – episode 213

Follow-Up

Photo World, it is time for one of those episodes where I break down one simple thought and blow it up to show you that this “one simple tool” can be the game changer for your photography business. It isn’t a big secret nor is it hard to find sufficient evidence backing up my shared opinion. I say “shared opinion” because there are many sales specialists who agree. Furthermore, many business experts and entrepreneurs have done studies on the subject or at the very least expressed weighted opinions in favor of the idea. So what is this big tag line I want to investigate?

Well before I get there I have a small quiz for you to take. There are no right or wrong answers but there should be a theme. Just take a minute and jot down your honest answer to these 7 questions.

How many times a week do possible customers contact you? (Try for an average number) What is your first reaction to the customer reaching out? (What do you do first?) How fast do you respond to the potential customer? When do you consider them a customer? (Vs. an inquiry or possible customer) Do you do anything unique when first contact is made? Do you know where the customer found you? How many times do you follow up with your customer/business contacts? (Business contact could be a possible customer or a possible network colleague)

Like I said, there are no right or wrong answers here and everyone will have a slightly different response. However, I want to unveil the big secret and bring special attention to that last question… again, how many times do you follow up with your customer/business contacts? The point of highlighting question 7 was to get your head in the right frame of mind because: “The fortune is in the follow-up!” If you let a possible customer reach out to you and then you drop the ball on connecting with them, well I have news for you, their search continued and you are far behind. If you connect with them and find something meaningful to say, that could be a long list of examples, but let’s say “something” interesting; then the connection grows deeper. If you don’t think of them as a customer until money has changed hands, then you are going to have a tough time making any of it. If you can’t track where your customers are coming from, then your marketing is being done inefficiently and is a threat to your success. If you don’t follow up and follow up and follow up, then you have fallen down.

Here are few numbers I found really interesting!

www.sendoutcards.com

Happy Shooting!

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