I was recently at an air conditioning conference and met a nice woman who was looking for customers for a product she was selling. Unfortunately for her, I was not the right person to talk to at my company. She asked me to help get her in touch with the right person, which I half-heartedly agreed to do (mainly due to the amount of sales people already trying to meet with our CEO and COO). We exchanged business cards and then I moved on.

It’s been a week since that meeting and I still haven’t heard from her.

If this woman would have sent me a follow up email minutes after we parted ways, or even immediately after the booth program that evening, I would have been impressed and would have made the connection immediately. And her chances of an appointment would have been likely. But now? Probably not.

Ryan Serhant, the #1 real estate agent in New York, discusses his follow up strategies in his new book, “Sell it Like Serhant”. (First of all, go buy this book if you are in sales. It’s a killer book. Link at the bottom of this article for quick ordering!)

After meeting with prospects, Ryan sends them a follow up email from his phone, thanking them for their time etc, all before he gets to his car! Wow, that is fast, and it leaves a one-of-a kind impression.

So, how fast are you following up? Are you emailing prospects and customers from your car? Are you sending them hand written notes the same day??

What is your follow up strategy?


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Brad Telker
Vice President, Applied Systems Group at cfm Distributors, Inc.

Brad joined the cfm team in 2006, and now as the Vice President of the Applied Systems Group, he focuses on business development, as well as helping contractors and engineers find creative and unique solutions to any size HVAC project. When he’s not at work, Brad enjoys reading, running and spending time with his family.


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