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Following Up With Impact

Written by: Will Turner

Article Overview: You meet someone at a networking event. They may be a potential prospect or referral partner. What can you do to follow-up with impact? What can you do that makes them want to help you?

Following Up With Impact

I recently got an e-mail from Joanne. We met briefly at an association meeting and she was touching base to follow-up. She did what so few salespeople do; she sent me a perfect response to our brief exchange at a networking event.

Let me share it with you so you can see how a real pro does it. Her e-mail went like this:

It was so good to meet you at the luncheon. Thank you for your kind words and your sincere warmth. I wish we'd had more time to chat. Perhaps at the next event?

Would you mind writing me and letting me know who would make a perfect customer for you? I want to be sure that if I know or meet anyone who would be a great referral for you that I am able to identify them and get them in contact with you.

I'll see you at the President's Gala, if not before!

This e-mail was so refreshing because Joanne focused on how she could help me, not how she could sell me. She positioned herself as a possible referral source and more importantly, she got my attention.

I’m eager to develop a relationship with someone that is willing to do what they can to promote me and my company. You can probably guess what my response was, can’t you? I e-mailed her back with the information she wanted and asked her how I could identify referral opportunities for her. I followed the simple Law of Reciprocity. She helps me and I help her. The best part is that we’re both more than happy to do so for each other because of how Joanne originally approached me.

To really understand why Joanne’s e-mail was so great, you need to compare it to the typical follow-up response. Most salespeople are so interested in promoting their products or services that they fail to really connect with others. Let me give you an example of a more common, but less effective response:

It was great to meet you at the luncheon and I hope to see you again at the next event. In the meantime, if you know anyone that is looking for coaching services, I would appreciate your consideration.

I can help people deal with communication and sales issues and am passionate about making a difference.

Do you see the difference in these two follow-up responses? The first one is all about me, the recipient. So I’m all ears. The second one is all about the sender. And I’ve lost interest.

The lesson is obvious. Determine how you can help other people and they will find ways to help you. If you are only looking out for your interests, your reception will not be nearly as warm or productive.

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