How to Maximize Your ROI After Every Event You Attend

As many of you know, I just sponsored and attended Suzanne Evans’ Be the Change Event in Orlando Florida.  All I can say is, Wow! She really knows how to put on an awesome event.  The content was great, too. I gathered a plethora of little nuggets that will help me grow my business. But there truly is one thing that is really going to have the biggest impact on my business and that’s following up with all of the awesome people I met.

It’s wonderful to learn new things, but the real ROI comes from taking action.  And one very important action (and one of the fastest ways to maximize your ROI) is to follow-up like a professional.

So today, I’m going to share with you my fire-proof follow-up system to help you make the most of every event you attend.

Follow these 7 Steps to consistently gain new clients and build relationships with referral partners:

1) Send a follow-up email.  Once you get home from the event, don’t just throw all of those business cards into a shoe box.  Set aside time within 2 to 5 days of the event to email each person and just let them know how happy you are to have met them, and that you look forward to continuing whatever conversation you may have had.  Be genuine and always provide value.  Don’t try to sell them something in this email.

2) Enter each contact into your relationship management database.  This can be as low-tech as a tickler file or as high-tech as infusionsoft and beyond. The goal here is to organize contact information so that you can effectivley follow-up with leads and potential partners.  Don’t add people you just met directly to your newsletter (especially without their permission), but do add them to your database so you can stay in touch.

3) Call potentail new clients. I like to seperate my contacts into hot leads, warm leads, and potential partners.  Start by calling the hottest leads first, within 5 to 7 business days after the event. Then move onto warm leads and potential referral partners.  During this call, you’ll want to invite potential clients into an inital session with you.  If you don’t get a live person on the phone, try back later.

4) Send some snail mail.  If you didn’t get an appointment booked via email or phone, send a hand-written note or postcard to follow-up. Even people who don’t regularly open emails or check their voicemail, are likely to read personal hand-written mail.

5) Get the meeting on the calendar.  If your prospective client is open to an initial meeting, get it on the calendar.  I like to use Timedriver to book my sessions, but you can use whatever scheduling tool you prefer.  Just make sure you both have the time on your calendars and be sure to send a reminder email.

6) Rock your meeting.  Awesome, you’ve booked your meeting with your prospect, now it’s time to actually get on the phone (or meet in-person) to have a conversation about how you can help them.  Be yourself, get to know your prospective client,  assess their needs, and offer your solution if you think you can help.

7)  Follow-up again. Whether you closed the sale or not, you need to follow-up.  If you did engage a new client, keep them engaged by sending them their contract or any goodies you have to share with them before you actually start working together.  You might even send them a thank you note or a little gift.  If they weren’t ready to commit to working with you, but you think they may still be a good candidate, make sure you schedule time to follow-up with them in the future.  Business is all about building relationships.

Follow these 7 steps for following up and you’ll be drawing clients to you like moths to a flame in no time!

Need help igniting a firestorm of sales in your business, apply for your complimentary Profits and Impact Breakthrough Session!

About Tiffany deSilva

Tiffany deSilva is the founder, CEO, and visionary leader of BrightFire Women’s Business Network, LLC.

BrightFire Women’s Business Network is the premiere sales training and coaching resource for service-based women entrepreneurs who want to increase their sales, serve more people, and change more lives.

Feedback & Comments:

  1. I once read a statistic that 85% of the business cards that exchange hands are never followed up on. I like your suggestions because they are action focused. Good tips!

  2. Heidi Alexandra Pollard says:

    The power is indeed in the followup for share

  3. These are outstanding tips Tiffany. I particularly agree with #4. It’s amazing how far a hand written thank you note goes these days since practically no one sends them anymore. It has been a real point of differentiation for me.

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