Super Agent

Follow-Up After 1st Meetings

First meetings are the gateways to successful business relationships, and are increasingly more difficult to come by, but many producers aren’t effectively making the best of them. Even those who have successfully positioned a meeting by developing an agenda with specific goals and objectives to cover, sending it to the prospect beforehand and sticking to it are often missing a key last step in the process: providing meaningful follow-up.

It’s important to send your prospect an email or letter outlining the key aspects of your meetings, including issues identified, opportunities to be gained, strategies and next steps. According to an article on The Marketing Donut, “research shows… potential opportunities are lost without trace simply due to lack of follow-up. People and companies who don’t follow-up, who do nothing to build up that trust and relationship, cannot succeed, especially in today’s tough economic climate.”

Following up with your prospect not only provides you with an  opportunity to re-emphasize your value and differentiate from your competitors, it will also ensure that you have a record of the sales process and of your communication with the prospect to be used as a springboard in your next meeting or as a learning tool if the relationship doesn’t move forward.

Did you follow-up after your last 1st meeting? It sounds simple, but making this modest change can make a big difference if you’re looking to stop being commoditized and to successfully lead buyers.

Tags: , , , , , , , , ,

Leave a Reply