Follow-up calls are the glue that holds the model together. If you are not planning to do a rigorous job of following up with each and every person who attends your Point of Entry Event, there is no point in having these events at all. In fact, the very first step in planning each event should be to design your follow-up system.
When following up with your guests after events, be sure to avoid these common mistakes:
- Having the calls made by someone who wasn’t at the Point of Entry and didn’t have a speaking role. The purpose of the follow-up call is to deepen or continue the relationship after the Point of Entry. That will not work if it’s a cold call from a stranger.
- Making calls more than two to three business days after the Point of Entry Event. People just won’t remember what they saw or heard if you wait too long! Timing is important and follow-up should be scheduled in your calendar.
- Not allowing enough time for the calls. You should plan on fifteen minutes per call. If you are rushing to get off the phone, you can’t really be present and get the most out of the call.
- Asking for money. You should be asking your Point of Entry guests if they want to get involved or further engaged with your organization, but you should not ask for money on a follow-up call, just like you shouldn’t ask for money at the Point of Entry Event!
- Not capturing good notes in your database and scheduling the next contact. Even if you have a great call, if you don’t document the conversation and set a next action, it’s like it never happened!