By Scott Nichols, UV Utilities
It’s all in the follow-through! If you were to Google the definition of follow-through, it will come up saying “the continuing of an action or task to its conclusion.” In management, I have found the number one reason someone or something will fail is due to the lack of the last step, which is the follow-through. Many of us have great ideas, and we know how to bring those ideas to life and start the process of enhancing our business, but we fail anyway. It’s not because the employee didn’t have your same vision or that the process went wrong – it just wasn’t completed; the follow-through process was skipped.
Having a proper follow-through process when working with your staff will improve accountability. Here is an example of how a special can work without having proper accountability. Let’s say your average EFT right now is at $25 and you are looking to improve that average EFT to $35 with the members you currently have. You spend the time and resources and come up with a program that will give current members the option to upgrade or add an additional membership to their account. Your advertising and marketing is spot on and you anticipate a great response. You spend the time training your staff on how to sell the upgrades and additional memberships, with a goal of goal of selling 100 additional upgrades and memberships by the week’s end. As the week goes on, you see that you aren’t selling nearly the amount you thought. At the end of the week, you sold only 25 new memberships. You figure the special didn’t work, not knowing that you missed the last step: the follow-through.