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The Money is in the Follow Up
The Money is in the Follow Up

This article is all about the importance of following up with people.

Will Allred avatar
Written by Will Allred
Updated over a week ago

The reality of your inbox is that things slip through the cracks. You probably have an email right now that you forgot to respond to.

Why do we assume that the person we're emailing is any different?

Follow up with people.

We get busy. We forget things... it just happens. If you really want something to happen, just follow up.

Somewhere along the way, we get in our own heads. We start making assumptions about the other person. Yet, the only thing we really know is that they haven't replied.

Do you track opens?

Be prepared for those assumptions to escalate. "Well they opened the email... why didn't they respond?"

What is Open Tracking exactly? The sender includes a tiny, non-visible image in their email that when opened, sends code to the sender saying the email was opened.

You're 8x more likely to open an email from your phone. Which means by the time you get back to your desktop (whenever that is) the email is already marked as opened. This makes it even less likely you'll think to reply because their inbox will reduce visual emphasis on the email.

This is a big reason we included device types in Lavender's optional Open Tracking. If someone opens from a mobile device and doesn't get back to you, it might make sense to send a follow up that just "bumps" it to the top of their inbox.

Ex. "Hey John, what did you think of this?"

Following up shows that you care

Whether we're talking loosely about networking, a deal you just sold, or a prospect that turned you down. The follow up is where the "great" separate from the "good".

Want to super-charge your network?

Following up with people builds mutual investment in one another. As we described in The Forwardable Email, following up with person, such as the person who made the connection, can mean a lot.

It's one more touchpoint that shows that you're not just using people.

If you build a strong enough web of these connections, you'll set yourself up well in life.

A group that does this well? Real Estate Brokers.

When you think about why, it makes total sense that they'd hone this skill. Every interaction could be building towards a potential transaction. Do it poorly, and you'll come across like a bad Life Insurance salesperson. Do it well, and your network not only is an opportunity: your network creates opportunity.

The people who take the time to thoughtfully send a note to people they've connected with in the past are setting themselves up to create a network that works for them.

Need a book to teach you more on what it really means to follow up?

How to Win Friends and Influence People is a must read.

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