ABSTRACT
As ever, follow up is perhaps the most important section of all because if you get your follow up wrong much of what was right will be undone. Yet there are really only a few things to remember.
Remember to say ‘thank you’ for anything at all sensible that comes out of the discussion. Thank the person warmly and sincerely too. As we’ve discussed, 85 per cent of a communication isn’t in what we say it’s about how we say it. If you’re going through the motions, they’ll know you are insincere. On the other hand a sincere thank you reinforces anything positive and makes it more likely next time.
