Rituals

Ritual -- (an act or series of acts regularly repeated in a set or precise manner) can foster stability and dependability. Ritual can give comfort, security and familiarity.  We most often associate ritual with religious rites and ceremonies.  It would be a mistake to equate rituals with compulsive behavior or other such negative characteristics.  Rather think of ritual as a positive tool builder. The idea of ritual can be helpful in relationship building.

This is especially true with the discipline necessary for effective and consistent follow-up.  The frequency of the lack of follow up in our lives is testament to the lack of consistent or ritualistic behavior.  One wants to demonstrate the ability to be reliable and consistent when building the trust required to form a long lasting and successful relationship. Think of it in terms that ritual can make that learned behavior more familiar. 

Organized religion relies on the consistency of ritual. Growing up my family attended church services on Sunday with regularity.  We were consistent. I am sure I did not know the meaning of what was being said but I understood the timing of the various songs and phrases and when they appeared in the program.  As I grew up this process became engrained—a ritual.  Consistent repetition was the key to my belief that these rituals had value.  I am not suggesting that religion is the way to learn follow up, I am just taking a page out of their business model.

Why follow up is so challenging for people might be a combination of things.  Lack of passion for the avocation you have selected, or perhaps knowledge insecurity---however what is clear is the immense value of following up in your personal or business pursuits.  Follow up demonstrates you are disciplined in your approach and are solution driven for your clients.  People appreciate the effort and the value you bring when you are disciplined to follow up.  Returning calls promptly, answering questions, developing research and solutions to problems discussed.  These are all potential requests that require follow-up. 

The question is why we procrastinate in doing any of these things promptly.  There are distractions everywhere and alternatives that divert our focus.  The success of someone with consistent follow up skills is evidence enough to focus on developing your rituals to help make follow-up part of your business ritual. 

Taking notes, ticklers on your computer or the use of the computer driven applications that can help you keep track of the promises you make.  Whatever are the appropriate rituals for you are the things to focus on and embrace so that they can help you be a consistent messenger of the things you promised to follow up on.