Marketing Question of the Week: Sales Professional Use of Social Media

Marketing Question of the Week: What is the best way to make follow up contact with a possible client/customer after an initial short information gathering meeting?

This question comes from Jim Silva of Silva Law Office

Jim, your question about following up is a challenging one. I think it is highly dependent upon your industry, whether you sell product or service, and what your relationship is with someone. I can tell you what I do, and maybe that will be a helpful start. 

First, connect socially online. 

Anyone I meet at a networking event, speaking gig, or am introduced to via a mutual contact is approached on social media. Most of them are on LinkedIn, so I start there, but I also will connect with them on Twitter, Google+ and Facebook via business pages when possible. This allows me to cultivate a relationship over time, to see if working together is something that makes sense for both of us. 

Connect via email. 

If I've met with someone about a potential project or partnership, I will also try to follow up via email within the week. If they have an email newsletter, I'll sign up for it and invite them to sign up for mine. It's a great way to learn more about them, and understand more about what they offer and might be looking for. 

Skype or call. 

My schedule is very demanding, so I don't have time for many in-person meetings or follow ups. But I do try to make time for a follow up Skype, Google+ Hangout or teleconference if the meeting was centered around an upcoming project. After connecting by one of the methods above, I'll use that as a way to schedule the follow up for a follow up meeting within a week or two. 

I'm not sure if that answers your question, but let me know if it doesn't. I think the most important thing is to have a PROCESS and that the process be directed at moving the contact down into your marketing funnel so you can try to move them to purchase.