Learn how to follow up effectively and build a strong relationship with your prospects after an initial meeting. Discover tips and best practices for small businesses.

In my work helping suppliers get contracts with large supply chains, I stress that patience, perseverance, and a long term outlook is needed. Being consistent and respectful in touch points over years (yes, years) is of utmost importance. A quarterly check in is okay, if you also add value, i.e.: share a research paper, announce a new service offering, invite them to an event. It should go without saying that telling your prospect they haven't replied to your last email is not good relationship management. Unfortunately I have seen this happen and I can guarantee that supplier will not have their future emails answered either. Even if you lose patience, remember to remain respectful in all interactions with prospects.

How can you build a strong relationship with prospects after an initial meeting?

You've just had a great meeting with a potential client. You've presented your value proposition, answered their questions, and established rapport. But what happens next? How can you keep the momentum going and build a strong relationship with your prospect after the initial meeting? Here are some tips to help you follow up effectively and move closer to closing the deal.

1 Send a thank-you note

As soon as possible after the meeting, send a personalized email to your prospect to thank them for their time and interest. Express your appreciation, restate the main benefits of your solution, and summarize the next steps and timeline. You can also attach any relevant documents or resources that you promised to share, such as a proposal, a case study, or a testimonial. A thank-you note shows your professionalism, courtesy, and commitment, and keeps you top of mind.

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Tara Carr

Just a finance girl looking to help you close more sales!
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Be Accountable!!! Take notes and follow up after the meeting. Make sure you stay reliable and accountable after the meeting. true partnerships are hard to come buy and will be much appreciated.

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2 Add value and insight

Don't just send generic or automated messages to your prospect. Instead, provide them with valuable and relevant information that can help them solve their problems, achieve their goals, or learn something new. For example, you can share an article, a video, a podcast, or a report that relates to their industry, challenges, or interests. You can also offer your own insights, tips, or advice based on your expertise and experience. Adding value and insight demonstrates your credibility, authority, and thought leadership, and builds trust and rapport.

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Madhurendu Bajpai

MBA -IB University of Lucknow | EPGDIB - IIFT New Delhi |Experienced International Business Development, Sales & Marketing Professional
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The initial meeting provides an opportunity, where one has to understand between the conversation, about any doubts, queries, interest, problem statement. Then this has to be articulated in the form of a humble thanks note, demonstrating the interest to proceed ahead

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3 Ask for feedback and input

One of the best ways to engage your prospect and keep the conversation going is to ask for their feedback and input. You can ask them what they liked or disliked about your presentation, proposal, or solution. You can also ask them what their concerns, objections, or questions are. You can also invite them to share their opinions, preferences, or expectations. Asking for feedback and input shows your respect, interest, and curiosity, and helps you uncover their needs, motivations, and pain points.

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4 Schedule a follow-up meeting

Don't let too much time pass between your initial meeting and your next contact. You want to maintain the connection and the urgency, and avoid losing your prospect to a competitor or a change of mind. To do that, you need to schedule a follow-up meeting as soon as possible. You can use the follow-up meeting to address any feedback or objections, present a revised proposal or solution, or ask for a commitment or a decision. You can also use it to reinforce the value and benefits of working with you, and to create a sense of scarcity or exclusivity.

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5 Use multiple channels

Don't rely on just one channel to communicate with your prospect. You want to reach them where they are most comfortable and responsive, and to diversify your touchpoints. You can use a combination of email, phone, text, social media, or video to follow up with your prospect. You can also use different channels for different purposes. For example, you can use email to send formal documents or confirmations, phone to have deeper conversations or address objections, text to send reminders or confirmations, social media to share content or testimonials, or video to showcase your personality or demonstrate your solution.

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6 Be consistent and respectful

Finally, you want to be consistent and respectful in your follow-up process. You want to show your prospect that you are reliable, dependable, and trustworthy, and that you respect their time and preferences. You can do that by following through on your promises, meeting your deadlines, and delivering on your expectations. You can also do that by respecting their communication style, frequency, and boundaries. You don't want to be too pushy or aggressive, or too passive or timid. You want to find the right balance between persistence and patience, and between confidence and humility.

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Stephanie Fontaine

Connecting women-owned businesses to large supply chain buyers 🔵 Follow me for tips and resources
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In my work helping suppliers get contracts with large supply chains, I stress that patience, perseverance, and a long term outlook is needed. Being consistent and respectful in touch points over years (yes, years) is of utmost importance. A quarterly check in is okay, if you also add value, i.e.: share a research paper, announce a new service offering, invite them to an event. It should go without saying that telling your prospect they haven't replied to your last email is not good relationship management. Unfortunately I have seen this happen and I can guarantee that supplier will not have their future emails answered either. Even if you lose patience, remember to remain respectful in all interactions with prospects.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you build a strong relationship with prospects after an initial meeting?

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4

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1 Send a thank-you note

2 Add value and insight

3 Ask for feedback and input

4 Schedule a follow-up meeting

5 Use multiple channels

6 Be consistent and respectful

7 Here’s what else to consider

Small Business

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How can you build a strong relationship with prospects after an initial meeting?

1

2

3

4

5

6

7

1 Send a thank-you note

2 Add value and insight

3 Ask for feedback and input

4 Schedule a follow-up meeting

5 Use multiple channels

6 Be consistent and respectful

7 Here’s what else to consider

Small Business

Rate this article

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