From Potential to Client: The Process of Enhancing Relationships


Recently, I attended a presentation about the Follow-Up Factor given by Steve Smith, of Growth Source Coaching. Steve talked about the importance of following up with potential clients. According to Steve, only 12% of professionals continue to follow-up after the first time. I found that number to be shockingly low.

We know from statistics published by the U.S. Department of Commerce that it takes, on average, 6 to 12 separate interactions with a potential client or referral source before they will consider taking action or hiring you. One interesting idea from Steve’s talk was his compilation list of follow-up ideas. We should always customize our next steps with potential clients to match our own style while considering what might be of interest to your prospective client or referral source. But if you are looking for follow-up options, Steve’s list might be of interest.

Steve’s follow-up suggestions for you to consider:

  • Send an email
  • Connect through social media
  • Send a hand written note
  • Send additional information about what you do that might be of interest
  • Make an introduction to your prospect that would be of value to her/him
  • Send a success story
  • Invite to lunch
  • Make a comment on social media about them or one of their posts
  • Give them a call to check in
  • Schedule a meeting
  • Invite to an event
  • Recommend or endorse them on LinkedIn
  • Send them a text

Steve discussed the notion of not over burdening or appearing to stalk the prospectives on your list. I whole-heartedly agree. We all have to use a high level of integrity in following-up and to be very sensitive to when it is time to let it go.