Woody Allen famously once said “90% of success is showing up”.

(Except he didn't. The closest he came seems to be a 1971 New York Times quote where he says “Showing up is eighty percent of life” and then the quote seems to have morphed and taken on a life of it's own).

Historical accuracy aside, there's a lot to the saying. So many people just don't manage to keep going with their blog. Or keep out on the road presenting. Or keep contacting people and trying to add value.

Most people give up too soon.

But I think there's a more powerful rule than “90% of success is showing up”.

In my experience, the real rule is:

90% of success is following up.

Not scuzzy “are you ready yet?” follow up. Not ineffective “just touching base” follow up.

But regular “adding value” follow up.

Thinking through what will be useful for your high potential prospects and clients on a regular basis and giving it to them. Making connections for them. Sending them useful information. Inviting them to useful events.

Or like me, sending them useful tips and ideas in emails like this.

Back when I did live training and consulting I'd regularly end up working with clients where I'd been building a relationship with them for six month, 12 months, 18 months or more.

I'm sure you've had similar experiences.

In many cases your first interactions come to nothing – other things like reorganisations, changes of priority and budgets get in the way.

But if you continue to communicate and add value – like with my regular emails – then eventually something will click. You'll be top of mind when they need you.