Making Success Your Focus
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Making Success Your Focus
Easy steps for following through.
I once had a coaching client say to me that she was very good at following through but that she wasn’t very good at following up. However, after she took the Focus, Follow Up, And Follow Through seminar, she said that she had it backwards. She was actually good at following up but not good at following through. It’s very important to know the difference.
Let’s say that you promised a prospect that you’re going to follow up with the answers to a proposal and a finalized price. You promise that you’re going to call by 2 PM on Friday. You call at 2 PM on Friday but you don’t get the prospect. You leave a message that you called. You’ve followed up, but you haven’t followed through because the prospect still doesn’t know the answers or the final price.
Now let’s say the shoe was on the other foot. You’re waiting for a prospect to get back to you with a final offer on a house that you are selling. The prospect promises to call you at 2 PM on Friday with his offer. The prospect calls on Friday at 2 PM and leaves you a message letting you know that he called. Do you have an offer? No. That’s because the prospect followed up but failed to follow through.
When you have somebody depending upon you, you want to make sure that you follow through when you say you will. Of course, that is not always possible. For example, let’s say that you’re waiting on an exact price from a manufacturer and you tell your customer that you will call at 2 PM on Friday. However, you have not yet heard back from the manufacturer with the actual price. That doesn’t mean that you don’t call back at 2 PM on Friday. You call back and say, “I’m calling back at 2 PM on Friday, ‘as promised,’ however I am still waiting to hear back from the manufacturer with the actual price. I will call the manufacturer on Monday and see if I can get you the answer. But even if I don’t, I will call you back by 2 PM on Monday to let you know what I found out.”
By consistently following this strategy, people who depend on you will know that you are a person of your word and that they can count on you to follow up and follow through. It’s an excellent way to develop ironclad credibility.
Commit to your commitments.- Ken Blanchard
This excerpt is taken from the Communication Excellence III: Focus, Follow Up, And Follow Through seminar. I encourage you to register for my live Zoom seminar presentation of Communication Excellence III: Focus, Follow Up, And Follow Through on Thursday, July 25, 2021 from 9 AM to 12 noon eastern standard time.