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Chapter 4. The Visibility Hand > SUCCESS CARD 17: Follow Up

SUCCESS CARD 17: Follow Up

Most people forget. Winners follow up. Years ago, after attending a presentation by a panel of experts for her professional association, Wanda, a real estate saleswoman, followed up with letters to each panel member thanking them for their presentations and expertise. She then called them all later to follow up on her letters. Although two never returned her messages, one did. That one return call from a vice president of a large financial services company resulted in a meeting, igniting the beginning of a ten-year client relationship for her. Think how simple this follow-up was: three letters and three phone calls. Cost = less than one hour of time and $1.00 postage. Value = thousands of dollars of profit, priceless relationship, and years of career support.

Face-to-face contact is the best type of follow-up, although it's not always possible. Follow-up via email gives the impression of “work-as-usual” and is uninspired. Phone calls, notes, and letters make more of an impact because they take some time and effort to accomplish. If you don't have personalized stationery, have some made. Whether you're an employee, a homemaker, or an entrepreneur, people will recognize your personal touch when they receive your note. Many believe that one of the things that helped elect George H. W. Bush as the forty-first president was his use of thank-you notes. He carried his personalized note cards wherever he went and jotted a few quick lines to every person who had been involved in the campaign stop he'd just left. Hundreds of people received these personal notes and remembered his thoughtfulness on voting day.


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