The Follow Through

In yesterday’s blog I wrote about the importance of the first point of contact for any business.  The theme of today’s post centers around the impact of following through.

Predictable

Not surprisingly, I’ve yet to hear from one of the two oil companies who failed to live up to their promise on the day of my initial contact.  I have heard from the other three.

Know Your Their Needs

It’s not only important to know the needs of your clients, it’s every bit as important to know the needs of your potential clients.  After all, if you don’t convert potential clients into actual clients, they will never have the opportunity to benefit from all that you have to offer.

One Out of Three Ain’t Bad

Of the three oil companies that have communicated with me, one seems to really be connected with my needs.  You’ll recall that I had asked each to email me their pricing structure.  A day later, one of the companies began to send me generic emails about their offerings.  Still nothing on price.  One of the two companies that immediately emailed me their pricing options sent me more detailed information via “snail mail.”  While the follow through is commendable, the envelope is thick and appears daunting.  I have yet to make reading it a priority.  This is the company that services the house for the current homeowner and it would probably be easiest to just leave my account with them.

Making it Difficult to Say No

The third oil company involved, the only one that actually tried to close for my business during our initial phone conversation, is making it difficult for me say no to them.  They have sent me three emails, the last one at my request during a phone conversation which they initiated.  Because of it’s convenience and my propensity to learn best through visual means, email is the way in which I prefer to be communicated with.  They are offering one stop shopping, and each email has an attachment with a contract to sign.  Now that’s smart business!

Time is Running Out

I have another week to make my decision.  This experience has sure been helpful in my role as coach and mentor.  I need no further evidence to fully appreciate the significance of that first point of contact, convenience and the follow through.

Have you recently had to make the decision of working with one company versus another?

What one factor had the greatest influence over your choice?

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