My Biggest Lesson This Year as a Freelancer
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As we draw closer to singularity, getting ghosted should feel less personal. You know that you are too busy to properly address everything inbound or outbound. We are reaching the outer limits of our own bandwidth.
Everyone is so wildly busy with their personal and work lives that your cold call, email, text, or DM gets lost upon arrival. Don’t take it personally. Have patience and persistence when making new connections and building your network. Expect to follow up, and if you need a rule of thumb make it three strikes!
The majority of my wins this year can be entirely attributed to following up after an initial communication. Getting ghosted is nothing to over personalize. It is simply timing and competing priorities. Here is why following up is an integral part of business development.
Professionalism: Consistent follow-ups demonstrate professionalism and thoroughness. It shows that you are organized and dedicated to serving your clients' needs. Cold calls are often brief and initial contacts. Follow-ups give you the opportunity to build rapport and establish a relationship with the prospect over time. This gradual approach can make the prospect more comfortable and receptive to your message.
Persistence Pays Off & Demonstrates Commitment: It's rare for a cold call to result in an immediate sale or commitment. Follow-ups allow you to stay on the prospect's radar and continue the conversation. Many successful sales occur after multiple follow-ups. When you consistently follow up with a prospect, it shows your commitment and genuine interest in meeting their needs. This can set you apart from competitors who may not be as persistent. Follow-ups allow you to nurture these leads, provide valuable information.
Timing is Critical: A prospect may not be ready to make a decision or take action when you initially contact them. Follow-ups allow you to gauge the prospect's readiness and engage them at the right moment, increasing the chances of a successful conversion. In a competitive market, it's easy for prospects to forget about your offer or your company. Regular follow-ups help you stay top of mind, making it more likely that the prospect will think of you as they process and when they are ready to make a decision. By following up, you can adapt your pitch or offerings to better align with the prospect's evolving requirements.
These don’t just apply to new contacts. Following up applies to old friends, family, and coworkers. Whoever the decision maker is, they are busy, tired, suffering from adult adhd, and doom scrolling in bed trying to avoid the minutia of modern living.
Here is a perfect way to start your follow up…Go back to the last email/text you sent about the project. Copy and paste. Send. Repeat and vary once a week until desired response.
Hey ____,
I hope you are well! Just following up on this.
Best Regards,
______