Follow Up Is The Key Ingredient | TravelResearchOnline


Follow Up Is The Key Ingredient

This message was originally written while I was preparing to escape New Jersey and head for the hills of upstate NY. (Calm down. I still love my Jersey peeps.)

When my wife Barbara and I began investigating building a log home, we did what any good investigators might do: purchase a log home magazine at the supermarket and send away for all the free stuff that is not nailed down. That is exactly what we did. We got stuff.

Here is where today’s lesson begins.

I was absolutely appalled at the lack of professionalism shown by the log home industry. They got an “A” for sending stuff just the way every other company gets an “A” for sending stuff to interested inquirers. That is the easy part.

But it was weeks after receiving the catalogs when I realized I had not received one phone call following up to see if this guy was the real deal or not. Not one. Zilch. Nada. Zero.

I suppose that log people were never introduced to the Rule of 7. Didn’t anybody tell them of the importance to at least look interested? Don’t they realize that I might have had a few other things to think about during the course of a day, and that I might appreciate a little reminder or nudge from their expert wood advisors?

I had no idea that log homes were in such high demand that all you needed to do was toss out catalogs and take orders.

The smart log people (by my definition) would have spotted this guy from Colonia, New Jersey (Exit 135) raise his hand and saying in no uncertain terms: “I’ll bite log people. Teach me something.”

They would then follow the catalog with an easy to read brochure or email explaining how a septic system works out in the woods….or how to dig a well while praying you don’t hit sulfur water, or how to get “juice” from that distant pole to a remote location so you can watch Ellen at 5 pm every afternoon…or how to shoo bears off your back porch, or how to bake biscuits on a wood-burning stove and/or 1001 other trinkets of information that a rube from New Jersey might want to know prior to sticking himself along with his family on top of a hill in upstate New York.

Enough about me. What about you?

When you witness a potential client raising their hand, do you seize the opportunity by plugging them into a logical follow-up program? I certainly hope so. Because if you don’t, these very same would-be clients might be bad-mouthing you as an uneducated professional who isn’t motivated enough to play the game the way it is designed to be played. This is not the ideal situation.

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  • When you are out of sight, you are out of mind.
  • The Rule of 7 indicates that you must follow up more than once.
  • It is not their job to follow up. It is yours.
  • There are quite a few talented people on America’s Got Talent. What happened to us?

Regardless of the time of year, it is the perfect season to follow up. Put a little “spring” in your step this week and make more people glad they know you.

Note #1: While sketching out my log cabin dream home, I realized that my traveling days may be coming to a screeching halt soon. I will soon be too busy making blueberry jam from my bumper crop out back on the North 40.

Note #2: Fact: Two heads are better than one. Fact: More than two heads are better than two. Learning from others while sharing both positive and negative experiences is your quickest way to success. Think about joining me on my Annual Cruise #5.

Note #3: I need to know who is reading Note #3. If you are reading this, send me a testimonial on how you are benefitting from my daily column. If you can’t think of something nice to say, make something up. Even us motivational marketing guys need to hear some positive input now and then. Thanks.

Mike Marchev Mike Marchev has plenty of stories, strategies and tactics to keep you on top of your game. Ask to be placed on the distribution list to receive his periodic Motivational Memo. Click Here to Join Now.
For information on Mike’s 6-Week Online Selling Course, email Mike at with the words “sales course” in the subject box.
Mike’s daily column is made possible by AmaWaterways.

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