In a sales context, the importance of follow up is magnified. And the follow up should be on-going because we want the relationship to last. So let’s look first of all at the benefits and why we need to stay in touch, and then we’ll look at some ways that we can do it that will not only maintain the relationship but will also add value. So, what can be gained? - They say that in order to maintain a relationship, opportunities for meaningful contact should occur at least every 90 days. So we are going to have to get creative with how we can achieve this, because we do not want to follow up in ways that make us appear self interested or look like a stalker. - We want to create a relationship that is based on trust. In his book “The Speed of Trust” by Stephen M R Covey (the son of “The Seven Habits of Highly Effective People” author) he says, “I submit that while high trust won’t necessarily rescue a poor strategy, low trust will almost always derail a good one”. By implementing good follow up and tactics for staying in touch we can both establish and build on the trust we need to succeed. - Part of staying in touch is to maintain our “front of mind” position. We want to be the person or the business that first comes to mind when our clients are thinking of things like organising a corporate rate or a conference...even a night out to celebrate a milestone birthday. In order to do this, we have to make sure that another business does not take that position away from us. Now that we have established some of the reasons it is important to stay in touch, how can we do this in such a way that our clients welcome the contact? Get the full story at eHotelier