Turn Follow-Up Into a Commitment

Have you ever played the follow-up game?

Before you leave a meeting, make sure you and the prospect have a clear next step. This step must be actionable and measurable. Here is an example: You will talk to them next Tuesday at 2 p.m. Here is an unclear example: I will follow up with you. To put this in action, in your next meeting ask, "What makes sense as a next step?" If they say, "Let's talk," then say, "Since we are here, how about we put something on the calendar right now?" Boom, you have your next meeting.