It doesn’t matter how long you have been in business, we all know there will be ups and downs. It can be tough sometimes getting that new client. But, after you make a connection, what are your next steps? How do you seal the deal? (I’m not asking for any trade secrets.) Follow up is key. I recently attended an event where a business owner said she followed up eight times with a company before she got the gig. (Wow!)

How many times have you followed up with a potential client? I’m not sure I would recommend contacting the same company eight times. But, if it works, go for it! Follow through makes a big difference. I do encourage you to make a few phone calls before throwing in the towel.

I remember when I was in college looking for an internship with CNN Chicago. I called my boss at least four times before he finally said, “You must really want this internship. When can you fly here for an interview?” I told him I couldn’t afford to fly there, so he interviewed me over the phone. I was persistent! As a small business owner, I still have that drive. I still have that spunk. I still have big dreams. But, this quote from Bob Buford sums it all up. “Don’t just dream big; follow through.”