The Power of Follow-Up
Posted by Roberto Dal Corso
Follow Up, Follow Up, Follow Up!
Ever stopped to think about how much more profit you could’ve made if you’d followed up on every lead, enquiry, or opportunity that came your way? Here’s a tip: don’t. It’s the sort of thing that could leave you feeling seriously downhearted.
You see, the truth is, most businesses are terrible at following up. And yet, it’s one of the easiest things to do—if you have a system. Unfortunately, most businesses don’t.
Let me share a story with you. It’s about a leadership training programme we recently sold. The client first enquired seven years earlier.
Seven Years in the Making
Yes, you read that right—SEVEN YEARS! They first got in touch, asked a few questions, but ultimately didn’t take the leap at the time. But here’s the thing: we didn’t just forget about them. For seven years, we kept in touch—emails two or three times a month, little updates, bits of value, and occasional reminders that we were still here, ready to help.
Fast-forward seven years, and they reached back out. This time, the timing was right for them. They were ready, and we were their first choice. The result? A €12,000 training programme.
Was it worth the effort? Absolutely. The cost of those emails was next to nothing, and this wasn’t an unusual case. We regularly see people come back to us after two, three, or even five years because we stayed top of mind.
Why Follow-Up Matters
We’ve learned to be good at following up because we’ve seen how much it matters. Most businesses lose out on tens of thousands—sometimes hundreds of thousands—of euros simply because they don’t have a follow-up process in place.
Whether it’s a lead who hasn’t bought yet or a customer you haven’t heard from in a while, following up is often the difference between missed opportunities and significant wins.
It’s Not Just About New Leads
And let’s not forget your existing clients. How often do you check in with them? When was the last time you offered them something new or reminded them why they came to you in the first place?
There’s a goldmine of revenue sitting in your database, waiting to be unlocked, just by staying in touch with people who already know and trust you.
Our Secret to Successful Follow-Up
The key to successful follow-up is having a system. In our business, we’ve got tools that ensure no one slips through the cracks. Here’s how we make it work:
Immediate Action: Every lead gets a quick response—speed matters here.
Regular Touchpoints: We stay in touch consistently without being pushy. A couple of emails a month does the trick.
Personalisation: Every message feels relevant to where they are in their journey.
Long-Term Mindset: We know that not every lead converts immediately. Some take months, others years—but persistence pays.
What Could This Look Like for You?
Imagine if you followed up with every single person who enquired about your products or services. Imagine having a process in place to stay connected with them consistently. It doesn’t need to be fancy or complicated—it just needs to happen.
Follow-up is easy to overlook because it’s not flashy. But it’s incredibly effective. That €12,000 sale? It wouldn’t have happened if we hadn’t stayed in touch. It’s a simple process that could transform your business.
The Takeaway
If you want to unlock hidden revenue in your business, start with follow-up. It could be the easiest, most profitable thing you’ll ever do. So, don’t let those leads gather dust. Follow up, and then follow up again. You might just surprise yourself with what’s possible.
