The Art of Follow-Up

Here are a few strategies to make follow-up with clients and new contacts worth your while.

Keep the Conversation Going

There are plenty of reasons to follow up with new business contacts and existing clients. Leave a good impression and help the person recall highlights of your conversation. Create opportunities to reiterate strategic points, including reasons the person should work with you in the near future. Separate yourself from the rest; a personable note to someone you just met–or reconnected with–exudes confidence and establishes a strong presence.

Have Your Game Plan Ready

One cannot reap the benefits of a follow-up message without putting in the prep work. Go with the flow of the conversation and stay genuine in your remarks. This is key to the start of a potential business relationship. Take mental note of key points—whether personal or professional—that you can mention in your follow-up message. As the person shares pain points of his/her business, identify ways to provide solutions, assistance, or referrals. Share only one in your follow-up message, but offer to share more expert insight during the next time you meet.

There Will Be a Next Time

Unless the person explicitly communicates their disinterest in making your acquaintance, create an opportunity for “a next time” in your follow-up message. In your mind and through your words, declare your expectation to meet again soon. Build anticipation and get the person thinking about ways you can help with reaching his or her goals.

Out of Sight, But Not Out of Mind

The business card or brochure you hand out will most likely get lost (or tossed). A follow-up note puts your brand back in their hands and in their minds. Encourage them to subscribe to your newsletter. Mention your encounter to a mutual friend or colleague. Your name then becomes a potential conversation topic while in your absence. Shamelessly plug the person’s company via your social media networks. Keep the post exciting yet high-level and related to business in order to avoid putting the person on the spot.

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