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Creating a Follow-Up System that Works!

Getting more clients is about meeting people. Whether it's in person or virtually, it's important to build trust and warm relationships. Three years ago, I moved to Connecticut not knowing any other soul except my boyfriend. I had a future employer that was skeptical of hiring someone for a sales position that wasn't from the area. I sold him on the fact that it wouldn't be a problem, and I would get out there and network. Easier said than done.

I remember the first time I went to a networking event. I was sitting in my car contemplating whether I should go in or not. I was terrified – I didn't know anyone! I pushed myself through it and made myself go. I walked inside and introduced myself to everyone there. I actually made some great connections with whom I'm still in touch with today!

After you brave getting out there, shaking hands, collecting business cards and going home – it's time to create a follow-up system.

Create a system to import new contacts – such as a CRM system, Email Marketing software or address book on your computer. Somewhere you can easily access if needed. One trick I do, especially in my phone/address book – is I'll put in their industry after their name, all on the same line. Such as, "Sarah Johnson – Realtor" – that way, if I'm looking for a realtor, I can search for the industry and all the realtor's will pop-up.

Getting a CRM, or Customer Relationship Management Tool is a database to record, manage, and analyze customer interactions and data throughout the client's life cycle. Doing so, you'll be able to nurture the relationship with your prospects, improve business relationships with your customers assist in customer retention, drive sales growth and track any and all communications. Staying organized and having a place where all your communications in one place are key!

Once you've entered your new contacts information, write an email to them saying how nice it was to meet with them – and possibly connecting. If they are a contact that you'd like to continue building a relationship with, let them know that you'd like to stay connected and refer business to one another. I personally like writing a handwritten note on some nice stationary. Ask them if you can add them to your email list – your list will soon grow with people who are interested in your services and products.

If you send out an email and they don't respond, categorize them as not interested. If they do respond, make sure to:

  • Connect with them on social media.

  • Categorize them as a referral partner.

  • Categorize them in their industry.

  • Categorize them as being on your newsletter list - if they signed up.

If at any point they seem interested in your services, mark them as a warm referral and move them to your nurturing follow-up system.

Remember to keep your word of what you wrote in your original email. Make sure to promote their business events on social media and refer people who need their services to them.

And don't forget to continue staying in touch!

If you have any questions call (203) 429-9671. Salty Red Dog Marketing is here to help!


Salty Red Dog Marketing, LLC is a marketing agency in Darien, CT & NYC. We service businesses with marketing strategies, social media and consultations.


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