Four months ago a prospect contacted me to create a spreadsheet of all her contacts. She’d been collecting business cards and scraps of paper for sometime and wanted them all in one spreadsheet so she could upload them to a contact management tool. She explained it would take her several weeks to compile all the contacts and send them to me. We agreed upon the cost and she said she’d be in contact in a few weeks.
Knowing this client was very busy and was going to be compiling scores of contacts from different places, I scheduled to follow up with her in three weeks if I hadn’t heard from her. So three weeks later I sent her an email asking her if there was anything I could do to help her with the compiling since I knew she wanted to get these contacts uploaded to her contact management tool in time to send out cards before the end of the year. After a few emails back and forth in which I sent suggestions she replied, “I truly appreciate your professionalism. You are inspiring me to get moving!”
Several more weeks passed and I still hadn’t heard from her so I sent another follow up email reminding her that I was available and asking again if there was anything I could do to make it easier on her end. Though she still wasn’t quite finished compiling all her contacts she said, “Thanks for keeping in touch.”
Now over three months had passed and many of you may be thinking, “That client is so disorganized she’ll never get the contacts compiled. You’re wasting your time following up with her. It will never turn into paying work.” Wrong! It did take longer than she hoped to compile all the contacts. However, she really does want this project to be done.
After nearly four months the check and contacts are in the mail and this project will be completed in time for her to send out cards before the end of the year. Yes, it did take some time to follow up. The client appreciated that I took the time to stay in touch. And who do you think she’ll call when she needs additional work?
So don’t write off those prospects that seem to be dragging their feet. No, don’t pester them. But send a friendly and helpful reminder. Perhaps send some tips they can use. Let them see that you are interested in helping them and providing valuable information, whether or not they are yet a paying client. Developing this type of relationship does pay off!
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