Do you know that 48% of people who work in sales departments never follow up after meeting with a potential client? The average sale is also made between the 5th and the 12th contact. What that means for you is that if you don’t follow upon a potential client several times, you simply won’t make a sale. Each contact with the potential client should enhance the relationship between you and the potential client, and it shouldn’t just serve as a way to make some cash. Here are some tips on how to develop a professional relationship with a potential client so you can gain a new professional connection.

Be Real

Instead of creating generic follow-ups that include things like “it was nice meeting you,” and “if you have more questions, let me know,” speak from the heart. Of course the customer will contact you if they have any questions; that’s a given. Instead, think back to the meeting you had with the client. Did they mention anything about their lives? Maybe they just had a new baby. Ask about it. Or maybe something they said inspired you to look something up for them when you got to the office. Send it to them. Including more personal content will encourage the customer to reply to you.

Leave the Pitches for Later

A single meeting won’t always tell you everything you need to know about a potential client. That’s one of the reasons it’s important to follow up – you want to learn more about the client so you can be better equipped to suggest services that will work for them. Also, pitching in a follow up email may scare the client off – they will assume you’re only after a sale, and don’t actually care about them as a person. Instead, give them some time to get to know you and what your company does. You’re much more likely to gain a new client if you take your time with asking for their business.