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December 13, 2017

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A Simple Client Follow-Up Question

Gary Stauble’s 2 Minute Coaching

This monthly article gives you quick, easy-to-implement ideas on various subjects. This month’s topics have to do with follow up, creating systems and working out.

Topic #1:

A Simple Client Follow Up Question

After you have spoken with a client or prospect and have determined that there is nothing for you to help them with at the moment, how do you wrap up the call? In a previous article I outlined my all time favorite follow up question which goes like this, “Are there any types of candidates that you’d like me to keep an eye open for in the next 90 days?”

I like this question because you’re not asking if he has official openings but rather if he’d like you to keep an eye out. This is an “evergreen” script that you can use every 30 to 60 days and can be used on the phone or via email. It is a low key approach to follow up.

Another question that I like to use at the end of the call goes something like this, “What’s a good amount of time for me to call you back where on the one hand, I’m not bothering you but I also don’t miss an opportunity to help you”? This is a very customer service oriented question and it is real. You do not want to bug this guy and he doesn’t want to feel pestered. But, you do want to follow up in a logical manner to be able to help him when the time is right. Try it out and you’ll find that your clients or prospects appreciate this approach.

Topic #2:

Systematize!

Michael Gerber has said that, “your business is nothing more or less than a collection of systems”. Creating systematized ways of doing things will help to free up more time. Systems give you the mental bandwidth and free space you need to focus on activities that lead to revenue.

Here’s an exercise that may be enlightening:

Set an aggressive goal to only do no more than 2 hours of administrative work per week and see if you can find creative ways to achieve this. So if your goal is to do no more than 2 hours of administrative work per week you will start to make note of what items are wasting your time and then be able to consider a way to systematize, automate, delegate or trash that activity. If you are able to off load administrivia, research and data entry to a researcher or support person you will have a much better chance of staying focused on leveraged, money oriented activities.

A simple example of using a system:

You may want to create a folder (or signature file) in your email software where you keep form emails for specific situations (marketing email, follow up email, prep email, “sorry, you didn’t get the job” email etc.) that you can customize quickly, hit “forward”, and send out. Any message that you send out more than once per week ought to be saved and updated regularly. This way you write the message once, save it, and never have to write it again.

Create systems for everything and your productivity will soar.

Topic #3:

Sharpen the saw

On a recent mastermind, I discussed the idea of “sharpening the saw” in order to increase your productivity. I thought I'd share a secret of mine that's made a big difference in my life in the last couple of years. If you have been a member of my program, you know that I run nearly every morning. I also did weight training several times a week up until about two years ago.

However, I was quite bored with my weight training routine and had leveled off at a certain level of fitness. Then I discovered a new way of working out that has been a lot more fun and produced better results for me: bodyweight exercises.

I've always been interested in more natural forms of strength training so this methodology appealed to me right away. It encompasses pushups, pull ups, visualized resistance and isometrics. It can be done anywhere, with no equipment and it's free. The book that got me started was "Transformetics" by John Peterson.

The bottom line for me is that in order to be a peak performer, I need to be fit and have a high energy level. And in order to work out consistently, I need to have a routine that I'm excited about and that fits my personality. If you haven't found the right routine for you yet, I'd recommend that you make a commitment to do so now. The payoff is enormous.

- Gary Stauble

Gary Stauble is the Principal Consultant for The Recruiting Lab, a Coaching Company that provides Recruiting Professionals the Training, Tools and Systems to make More Placements with Less Effort. Gary offers several FREE Special Reports on his website including, “$1 Million Time Management”, 15 Critical Candidate Questions” and “The 3 Things that Lead to Placements”. Get your copies now at www.therecruitinglab.com.