How to Follow Up to Unlock Hidden Revenue

Today's post is courtesy of Lisa Shaughnessy of inkerB Consulting LLC. Take it away Lisa!


If you’re like most small business owners, your follow up strategy and messaging is mainly focused on potential customers. This is reasonable, of course, because converting new leads to closed sales is the primary way to grow your business.

However, this strategy completely ignores 2/3 of your marketing opportunities - and leaves money on the table! If you want your business to reach its full potential, don’t ignore current and previous clients.

How to unlock the “hidden revenue”

If you have been nurturing your relationships with current and previous clients (this is a type of follow up too!), you can easily follow up with them to ask for referrals, reviews, and even repeat business.

Following up with your current and previous clients can be an easier way to increase revenue and sales than cold calls or emails, because you already have established a connection. If you’ve consistently engaged with them to build a relationship, you will also have what’s called the “know, like, trust” factor.

Building and maintaining relationships is the key for this strategy to work because when you reach out to them, you don’t want them to feel like you’re only contacting them when you want something.

Here is one example for each type of referral, review, and repeat business follow up:

  • “Thank you for letting me know how much time you’re saving with the system we implemented for your Follow Up Strategy. If you know others who would benefit from my Follow Up System program, please pass along my information to them.”

  • “I was so happy to hear that my program helped you overcome your fear of following up. Would you mind if I used your words in a testimonial on my website and social media?”

  • “Since you took the Marketing Workshop, you may also be interested in the Sales Workshop I just opened for registration.”

Don’t hesitate! Stop wasting 2/3 of your marketing opportunities and start following up with current and previous clients today!

About Lisa Shaughnessy

Lisa Shaughnessy is the founder of inkerB Consulting LLC. Through her site Create Follow Up Messages, she offers 1:1 consulting, workshops, and seminars to help small business owners and team members confidently follow up to gain and retain clients, and increase repeat business. Lisa’s signature program, Follow Up Like A Boss, has garnered praise from small businesses from a variety of industries for the innovative way she approaches following up. Using personal, conversational, and invitational phrases are a hallmark of her Follow Up system. When she’s not helping small businesses reach their full potential, Lisa loves to travel, golf, and hang out with her husband, family, and friends.