View this post on Instagram

A post shared by Andrew Lewis (@the.real.andrew.lewis)

In the fast-paced world of business, every interaction counts. Whether you’re closing a deal, providing customer service, or simply touching base with a client, each call is an opportunity to strengthen your relationship and move closer to your goals. But there's one critical step that can make all the difference in the outcome of these conversations, and it's something that should become a staple in your communication strategy.

Tell Your Client the Next Steps

Yes, it's that simple. At the end of every call, make it a point to clearly articulate the next steps. Here's why this practice is so powerful and how you can incorporate it into your routine.

Why You Should Define the Next Steps

Clarity for Both Parties

When you outline what comes next, you provide your client with a clear understanding of the process. They know what to expect from you and what you expect from them. This clarity can prevent misunderstandings and ensure that everyone is on the same page.

Accountability

By specifying the next steps, you create a framework for accountability. You set expectations for what needs to be done and by whom. This mutual accountability can significantly enhance the efficiency and effectiveness of your collaboration.

Momentum

Keeping the momentum going is crucial in any business interaction. When you leave a call with clearly defined next steps, it creates a sense of progress and forward movement. This can help maintain engagement and enthusiasm from your client.

Professionalism

Ending a call with a clear plan of action demonstrates professionalism. It shows that you are organized, proactive, and committed to delivering results. This can enhance your reputation and build trust with your clients.

How to Define the Next Steps

Now that we understand the importance of defining the next steps, let’s discuss how to do it effectively. Here are some tips to help you incorporate this practice into your calls:

Summarize Key Points

Before jumping into the next steps, briefly summarize the key points discussed during the call. This helps reinforce the main takeaways and ensures that both parties have a mutual understanding of what was covered.

Be Specific

Vague instructions can lead to confusion and inaction. Be as specific as possible about what needs to be done. Instead of saying, "I'll follow up soon," say, "I'll send you the proposal by 3 PM tomorrow."

Assign Responsibilities

Clearly outline who is responsible for each action item. This could be tasks for you, your client, or other stakeholders involved in the process. Specifying responsibilities ensures that everyone knows what is expected of them.

Set Deadlines

Timelines are crucial for maintaining momentum. Set realistic deadlines for each action item and communicate them clearly. This helps ensure that tasks are completed in a timely manner.

Confirm Understanding

Before ending the call, ask your client if they have any questions or need further clarification on the next steps. This ensures that there are no misunderstandings and that they feel confident about what needs to be done.

Example Script for Defining Next Steps

To help you get started, here’s a simple script you can use to define the next steps at the end of your calls:

"Thank you for the great conversation today. To summarize, we discussed [briefly summarize key points]. Moving forward, here are the next steps: I will [your action] by [deadline], and I will need you to [client's action] by [deadline]. Does that sound good to you? Do you have any questions or need any further clarification?"

Conclusion

Incorporating the practice of defining the next steps at the end of every call can significantly improve your business interactions. It provides clarity, fosters accountability, maintains momentum, and demonstrates professionalism. By adopting this simple yet powerful habit, you can enhance your communication, build stronger relationships, and ultimately achieve better results.

Start implementing this practice today and watch your conversations become more productive and impactful. Your clients will appreciate the clarity and organization, and you'll find that your interactions lead to more successful outcomes.