Do follow through

Ah, the dreaded check-in call with a potential client you’re trying to woo. Unfortunately, like your annual pap, cold and follow-up calls are integral to a healthy self-employed life.

Entrepreneur magazine has this to say about checking in with old clients and new prospects:

The more you’re in front of prospects, the better chance you have of creating good timing. Many executives agree that most sales happen after the fifth call. Yet most salespeople give up after the first.

I admit to not always staying on top of freelance leads for the full five “at your service!” check-in calls or emails, usually because I’ve already found other work to keep me busy. But it’s food for thought for anyone who fires off an introductory email to a potential editor or client and never bothers to follow up. You might as well hit Delete before you even write the dang message.

As the article mentions, the time is ripe for jogging those potential editors and clients. A new year means a built-in excuse to contact them: wishing them well and saying you look forward to possibly working together in 2007. And for some publications, a new year means a fresh freelance budget — perfect timing for reminding them you’re still ready, willing, and able.

Real life example: Just last night I got an email from this kayak company, which I took a three-day paddle with two summers ago. I haven’t been in touch with the company since 2005, but the message got me thinking, hmmmm, maybe I do want to do that trip again this summer. Then I proceeded to devour the website, looking for new photos and trip dates and info about last summer’s whale sightings. On my to-do list for next week: Call the friend I took the trip with and see if she wants to go again this summer.

4 comments January 10th, 2007