8
Planning for Follow-Up Success
Proper planning—both mental and strategic—produces peak performance. A few minutes spent planning will pay off big-time in developing your strategy and improving your results.
IT ALL STARTS WITH A PLAN
The groundwork is laid, the strategy is in place, and it’s time to make your calls. We move now to the meat of the book—the execution. Follow along closely. Go ahead and write notes in the margins. And get ready to rock your follow-up!
THE WRONG WAY TO APPROACH FOLLOW-UP
Picture this quasi-fictional scene with me if you will.
Oh, man. It’s 4:30 and I haven’t made even one follow-up call today. I was just so busy, what with existing client service, administrative tasks, emails, and constantly responding to dumb ...
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