It has often been said that “You only get one chance to make your first impression.” What kind of impression do you give when you meet a prospective client? We all try to put our best foot forward when meeting new people, but if that first impression is to continue, we have to follow up.Whenever a prospective client gives you his or her business card, write the following information on the back of the card when the meeting is over and you are alone:
- The date you received the card
- Where you met this person and when
- Any other details, such as personal information, that may be helpful the next time you see that person. Remembering things like the contact’s spouse or something about their hobbies or interests tells a person that you care about them beyond simply what they can do for you.
You can also use speedwriting/shorthand to specify whether the individual was pleasant or not. If someone else sees the back of the card, they would not know what you wrote.Writing down what kind of mood the client was in is helpful next time you meet them. You may have to go out of your way to be extra kind to those who were in an unpleasant mood when you first met them. But reminding them of what you talked about during the last visit demonstrates that you either have a very good memory or are very efficient, and they tend to respond more favorably.
Other sections from this week’s newsletter: