#018 - Embracing the f-word (following up)

#018 - Embracing the f-word (following up)

Keys to effective follow-ups...and avoiding the need to follow-up altogether.

Freelancers need to embrace the f-word.

I’m talking about ‘following-up’.

We avoid following up because it can feel clingy.

We don’t want to seem pushy or desperate.

I know I can avoid following up because I fear the response.

If they say ‘no,’ I’ll feel rejected.

If they say ‘yes,’ I’m sometimes afraid of having to execute. Pressure’s on.

Freelancers are sometimes taught that following-up is bad because it can alienate a prospect and create work for them to respond.

It’s time we outgrow our fear of following up.

Fulfilling work is on the other side of a follow-up.

Helping clients solve problems is on the other side of a follow-up.

How to follow-up

Here are some strategies to distinguish effective from ineffective follow-ups.

Avoid saying:

• Just following up on…
• Circling back…
• Popping this to the top of your inbox…
• Checking-in…

Try these instead:

• Is <<project>> still a priority for you? Or have your priorities changed?
• I’m firming up my plans for next month this week. I want to ensure I hold space if you still want to move ahead. I know this was important to you.
• Is there something that’s holding you back from making a decision yes or no?
• What would have to be true for us to work together?
• Beyond what you say, consider how you say it.

If your emails aren't producing a response, try another channel to get back on their radar.

Sometimes, seeing that message in another channel will remind them they have an unanswered email they’ve meant to reply to.

Drop them a DM, or send a text. Just don’t abuse the power.

Challenge yourself to follow-up until you get a firm ‘yes’ or ‘no’.

Avoiding follow-ups altogether

One of my goals for this year is to avoid putting myself into positions requiring a follow-up.

A strategy I’m using here is BAMFAM: book a meeting from a meeting.

Instead of just sending over a proposal by email (and then waiting for a response), I will schedule a meeting with the prospect to review the proposal together.

On that call, if they say, “We’re going to need to have Sara review before we make a decision…”, I’ll say: “Great, can we get calendars out now and book a time with Sara to go through it?”

BAMFAM helps maintain momentum, ensures I’m present to answer questions, and allows me to guide the sales process.

It avoids getting into a situation where I need to follow-up in the first place.

To be clear, my intent isn’t to strong-arm anyone into working with me. Not at all.

My goal is to get to a decision as quickly as possible.

That way, you can avoid the mental overhead that comes with loose ends.

I’d love to hear your follow-up strategy and what you took away from today’s newsletter.

- Jeff

Freelance Marketing Alliance

p.s. Postponed to Wednesday (1/24 at 12pm EST), we're hosting a free panel discussion with experienced freelancers Heidi Davidson and Ryan Antooa. We're talking about green lights and red lights in their freelancing businesses and how to use this framework to guide goalsetting and decision-making. Sign up here.​

Do you know a freelancer who could use some help? Please consider sharing the newsletter.