In today’s episode, Steli and Hiten talk about one of the dilemmas almost all entrepreneurs experience – the art of following up. All our business dealings are in need of that constant follow through; but surprisingly enough, people can lose hope and just stop asking for what they need. One reason for quitting is that fear of rejection. Listen as Steli shares the value of showing up, following up, and following through as well as his list of rules for mastering the art of the follow up.
Time Stamped Show Notes:
00:04 – Today’s episode is about The Art of Follow Up
00:39 – Hiten struggles with following up with people
01:16 – Steli wants to do sales calls with Hiten
01:28 – The follow up advice is the highest ROI advice Steli gives
01:37 – Ironically, it’s not the type of advice Steli is most interested in giving right now
01:56 – The core principles stay the same
02:25 – The amount that people accomplish from following Steli’s follow up advice is incredible
02:58 – To accomplish most things in life – show up, follow up, and follow through
03:36 – Most people interpret silence as rejection
04:14 – Steli’s hypothesis for people becoming silent is...they just got busy
04:31 – Depending on how important the topic, make sure to take full responsibility for it
04:45 – Steli will keep following up indefinitely until he gets a response
05:06 – Take full ownership of the relationship
05:37 – Steli will be putting out a book later this year consisting of customer stories
06:21 – If you start to follow up twice as much as you do, you already make the world a better place
06:58 – Hiten doesn’t follow up because he’s scared
07:41 – You need to realize that fear is normal and conquering that fear is what will help you succeed
08:07 – There is real value and power in overcoming fear
08:30 – A few rules for the follow up:
08:32 – Keep it as clean, simple, and as short as possible
09:08 – Don’t be needy and emotional
10:22 – Don’t make the person you’re following up with feel guilty
11:48 – Keep it simple, light, and on point
11:57 – Be more frequent at the start of the relationship and then less frequent
12:36 – Email is the greatest channel to follow up
13:19 – Second to email is SMS/texting them
13:25 – Call them for follow ups
13:39 – Follow up in person
14:39 – Hiten looks forward to Steli’s book
16:23 – Hiten is always intrigued by interesting people and emails
16:27 – He feels not enough people spend the time crafting good emails
16:44 – Hiten responds to emails where people took the time to think of him—the generic email vs. emails with a personal touch
17:16 – To learn more about follow ups, email Steli directly at email@example.com – put “Follow Up” on the subject line
17:49 – End of today’s episode
3 Key Points:
Consistently following up with clients brings the best results for entrepreneurs.
Silence does not mean rejection – it can mean that person just got busy.
Learn to acknowledge your fear regarding following up—conquer it, and move forward.
Hey everyone. This is Steli Efti.
And this is Hiten Shah. And today, on The Startup Chat, we're gonna talk about the art of the follow-up. And this is one of those episodes where I know Steli's better than me at this. And the reason for that is that I'm very good at responding when someone comes at me and e-mails me. But, I know this about myself, I'm not as good as I'd like to be about following up with people. So I'm eager to learn. I'm a sponge here. I'm gonna probably ask you some crazy questions, but bring it on. What's the deal? How do you follow up? Obviously, I know why you should follow-up. I get it.