How To Properly Follow Up After Meeting With A Prospect
by Andy Leamon on 06-Feb-2023 13:00:00
A face-to-face or video sales meeting with a prospect is often the final stage in the sales journey, after which – hopefully – the customer will be ready to close the deal. However, the immediate aftermath of a meeting is also the most nail-biting for businesses, as this is the point at which many promising leads abruptly go cold, no matter how confident you may have felt after the meeting.
What is the best way to follow up with a prospect after a sales meeting?
You want to give your prospect time to discuss the details with their senior team and not come across as too pushy, but you don’t want to be overly ‘hands off’, either, in case there are last-minute questions or concerns that could dissuade them from purchasing.
In this article, we discuss a few best practices for following up with prospects after a sales meeting, to give you the best chance of a successful outcome.
1. Send a prompt follow-up email
It is natural for a prospective customer to experience purchase anxiety immediately after meeting your sales team, and to entertain last-minute doubts – and they could even feel neglected if they don’t hear from you promptly after the meeting. Sending a polite follow-up email after your meeting is an important and simple step you can take to keep your prospects engaged.
Firstly, say thank you and express how much you appreciate their time, and then provide an overview of the key takeaways from the meeting, as well as any additional resources or materials that could be helpful to them. If you’ve discussed a contract or sales agreement, send this straightaway for their perusal, and state in the email when you would like to follow up on any details for confirmation.
2. Follow up with a phone call
Despite the prevalence of email communication, a phone call is still seen as a more personal and intimate step – and after a nurturing process and the face-to-face sales meeting, you’ll probably be on first-name terms. Taking the time to give your prospects a call is, therefore, an important step for maintaining your relationship with them.
Don’t dial their number as soon as you get back to the office – send the email first and follow this up by phone after 2 to 3 business days, or after the weekend if your meeting was on a Friday. Ask about any additional questions or concerns they may have and do your best to answer them in a timely manner. Enquire about the details of the sale without being pushy. If they need time to consider their purchase, that’s fine: ask if they want any more resources or support from you – e.g. more product information or pricing details – and schedule a convenient time to follow up your conversation by phone, face-to-face, or video, in the near future while the meeting is still fresh in their memory.
3. Personalise your follow-up messages
Following your phone call, you may need to communicate by email with your prospect to exchange further information or address more questions that come up. B2B sales, ultimately, come down to personal relationships, so customising your follow-up messages shows that you value your prospect’s time and are genuinely paying attention to their needs. It isn’t sufficient to simply swap out names in a template or treat them like other sales lead in your CRM. From this point forward, all your messages should be 100% bespoke until such time as they either sign on the dotted line or confirm that they are not interested – in which case you will transition them to a different marketing segment in your email database.
If you can, include relevant personal touches such as references to topics that were discussed during the meeting or subsequent calls – if they’ve mentioned an upcoming project they are excited about, new recruitment in the company, or a personal matter such as a holiday, feel free to refer back to this in closing out your emails. They will appreciate personal interest and attention to detail.
4. Send useful resources
Don’t shy away from being completely transparent with prospects you’ve met in person, regarding your sales process, onboarding, and technical details of your products or services. Following up with prospects doesn’t always have to be about pushing a sale. Be proactively helpful and give them as much information as they need to make an informed and unhurried decision. You can send links or documents by email that could provide helpful information, offer them free incentive content, or schedule additional support – e.g. video one-to-ones. In doing so, be responsive to your prospects’ requests and give them as much time as they need to fully digest the information you send.
5. Schedule follow-up meetings
The key to success in sales is making sure that you stay in front of your prospects. Don’t leave the process ‘hanging’ without a scheduled follow-up unless the prospect has confirmed that they are not interested. While some sales may be agreed on the spot, some sales cycles take several meetings over a longer period. After each meeting or touch point, make sure to schedule a confirmed follow-up date so that your prospects remain engaged and informed – and record all communications and meetings in full on your CRM.
Next steps
Keeping in touch with prospects in a structured and professional way following a sales meeting will increase customer satisfaction and loyalty, and also help boost your credibility as a good company to do business with. At JDR, we offer tailored sales support and marketing service to help you maximise your conversion rate and make more sales. To find out more about our services, please call one of our specialists today on 01332 343281.
Image Source: Pexels
- Inbound Marketing (SEO, PPC, Social Media, Video) (807)
- Strategy (350)
- Marketing Automation & Email Marketing (180)
- Sales & CRM (176)
- Website Design (157)
- Business Growth (145)
- Hubspot (123)
- Lead Generation (109)
- Google Adwords (97)
- Content Marketing (91)
- News (46)
- Case Studies (43)
- Conversion (43)
- Ecommerce (36)
- Webinars (30)
- SEO (22)
- Events (19)
- Video (17)
- LinkedIn Advertising (15)
- Video Selling (15)
- AI (13)
- Software training (13)
- Niche business marketing (11)
- The Digital Prosperity Podcast (10)
- Facebook Advertising (6)
- September 2025 (1)
- August 2025 (14)
- July 2025 (14)
- June 2025 (5)
- May 2025 (19)
- April 2025 (15)
- March 2025 (13)
- February 2025 (13)
- January 2025 (8)
- December 2024 (2)
- November 2024 (4)
- October 2024 (21)
- September 2024 (4)
- August 2024 (8)
- July 2024 (14)
- June 2024 (16)
- May 2024 (25)
- April 2024 (15)
- March 2024 (18)
- February 2024 (5)
- January 2024 (10)
- December 2023 (6)
- November 2023 (10)
- October 2023 (13)
- September 2023 (12)
- August 2023 (14)
- July 2023 (13)
- June 2023 (14)
- May 2023 (15)
- April 2023 (13)
- March 2023 (14)
- February 2023 (13)
- January 2023 (15)
- December 2022 (13)
- November 2022 (6)
- October 2022 (8)
- September 2022 (22)
- August 2022 (15)
- July 2022 (13)
- June 2022 (16)
- May 2022 (14)
- April 2022 (16)
- March 2022 (17)
- February 2022 (11)
- January 2022 (8)
- December 2021 (6)
- November 2021 (7)
- October 2021 (11)
- September 2021 (10)
- August 2021 (7)
- July 2021 (7)
- June 2021 (4)
- May 2021 (4)
- April 2021 (1)
- March 2021 (3)
- February 2021 (5)
- January 2021 (4)
- December 2020 (7)
- November 2020 (6)
- October 2020 (5)
- September 2020 (9)
- August 2020 (18)
- July 2020 (17)
- June 2020 (17)
- May 2020 (10)
- April 2020 (21)
- March 2020 (24)
- February 2020 (21)
- January 2020 (12)
- December 2019 (23)
- November 2019 (12)
- October 2019 (14)
- September 2019 (16)
- August 2019 (15)
- July 2019 (13)
- June 2019 (6)
- May 2019 (8)
- April 2019 (4)
- March 2019 (2)
- February 2019 (2)
- January 2019 (2)
- December 2018 (3)
- November 2018 (24)
- September 2018 (11)
- August 2018 (9)
- June 2018 (3)
- May 2018 (6)
- April 2018 (14)
- March 2018 (12)
- February 2018 (16)
- January 2018 (15)
- December 2017 (15)
- November 2017 (18)
- October 2017 (23)
- September 2017 (19)
- August 2017 (28)
- July 2017 (27)
- June 2017 (25)
- May 2017 (18)
- April 2017 (17)
- March 2017 (16)
- February 2017 (17)
- January 2017 (14)
- December 2016 (21)
- November 2016 (27)
- October 2016 (25)
- September 2016 (16)
- August 2016 (20)
- July 2016 (19)
- June 2016 (14)
- May 2016 (20)
- April 2016 (24)
- March 2016 (22)
- February 2016 (28)
- January 2016 (27)
- December 2015 (28)
- November 2015 (19)
- October 2015 (9)
- September 2015 (12)
- August 2015 (5)
- July 2015 (1)
- June 2015 (10)
- May 2015 (3)
- April 2015 (11)
- March 2015 (14)
- February 2015 (15)
- January 2015 (12)
- December 2014 (2)
- November 2014 (23)
- October 2014 (2)
- September 2014 (2)
- August 2014 (2)
- July 2014 (2)
- June 2014 (7)
- May 2014 (14)
- April 2014 (14)
- March 2014 (7)
- February 2014 (2)
- January 2014 (7)
- December 2013 (9)
- November 2013 (14)
- October 2013 (17)
- September 2013 (3)
- August 2013 (6)
- July 2013 (8)
- June 2013 (4)
- May 2013 (3)
- April 2013 (6)
- March 2013 (6)
- February 2013 (7)
- January 2013 (5)
- December 2012 (3)
- November 2012 (2)
- September 2012 (1)
Subscribe by email
You May Also Like
These Related Blogs

3 Ways To Make Money From Prospect Marketing & Customer Lists!
Most businesses keep some kind of prospect marketing list or customer database – often a spreadsheet – consisting of the names and contact details of …

How To Engage With Prospects And Close Sales Using LinkedIn!
LinkedIn is a salesperson’s dream – a ready-made business network of thousands of high-level decision makers and business owners ready to make informe …

The Art Of Successful Prospecting – The Digital Prosperity Podcast – Season 6, Episode 3
The latest episode of The Digital Prosperity Podcast focuses on the art of successful prospecting and the ways to make your company stand out when try …