After making a great first impression at your face to face meeting with a potential client, what is the best way to follow up with them?
Connect Right Away
I find a potential client will appreciate a simple “thank you for the meeting” email as soon as possible, I can then construct a longer follow up connection that would cover everything we went through and subsequently agreed on during the meeting, a day later. Being too quick can feel a little too urgent and forced, rather than allowing them to get to the rest of their working day after our meeting, and then receiving something from me a day later with the agreed content.
It is best to ensure that, at the end of the first meeting (and any subsequent meetings), that you agree on the next steps – ie what you each would like to get, receive and confirm after the meeting, and how to receive it. This can help you both manage each other’s expectations beautifully. For example, one potential client may prefer an email with my prices, structure and terms and conditions a day after our meeting, whereas another may prefer a follow up call once they have spoken with their co-founders at the end of the week. Ensuring you have this sorted out at the end of the meeting will be essential to creating a client out of a prospect.
If the meeting you are having is with someone you have cold called, then they will have grown to know you better thanks to your face to face conversation; this is going to help you build a relationship for the future, whether lucrative through being a client or by being a potential referral partner. Making sure your follow up helps to boost this positive feeling about you is essential.
What do you do when you follow up after a meeting?