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The Benefits of Follow-Up

by in Business Marketing
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Among my various clients, I have two who are terrible at returning telephone calls.  Now you might say phoning people, rather than texting or emailing them, is old hat.  Boy, do I disagree!

Face-to-face and voice-to-voice marketing are the two most effective forms of marketing that exist.

You see, people buy from you based on three criteria:

confidence, comfort level and trust.  Those important emotions are difficult to create through texting and/or email.

Another reason for phoning:  whatever one puts in writing, however carefully written, usually comes out more strongly than intended.  Voice inflections can soften what you’re trying to convey.

I’m getting off track, however.  This blog is really about good manners.  When you don’t return phone calls, you’re just plain rude.  There are any number of reasons the person didn’t text or email; and by not returning the call, you’ve lost the opportunity to take advantage of a sound marketing strategy.  You’ve also started potentially negative comments about you in the marketplace:  “I don’t like dealing with people in that company.  They don’t return my phone calls, making me feel truly unimportant.”

Technology has its places, don’t get me wrong.  So do good manners, however.  And I’m sick and tired of hearing people complain about the erosion of good manners in the marketplace, the impersonality of all the technology thrown at them.

You have a colossal opportunity to position yourself positively among your clients/customers and prospects by being polite and concerned enough to return phone calls, even if they’re becoming less and less frequent.  And I’m not talking about robo-calls!

Do you want to stand out from your competition?  Do you want to create buzz about you and your company in the marketplace?  Then be a little different, instead of following the pack.  Show some manners.  You’ll be amazed at how people will respond.


Adrienne was a New Jersey public speaker and business expert for over THIRTY years. Now she’s a marketing and referral consultant. Denver and Northern Colorado have depended on her since her arrival here over 12 years ago.

Consulting and speaking to business owners and executives of growing businesses throughout the United States since 1977, Adrienne Zoble has guided companies toward marketing strategies that help them work smart, not hard.