A vital component to business generation and business development is to create an effective follow up plan. Good follow up enables your firm to fully capitalize on the opportunities that develop relationships already available to you via bar association and trade events, meetings and seminars.

Remember, good follow up starts even before you make physical contact with your target.

Preparation: The Huddle

• Organize the follow up before the event, ascertaining who your firm’s primary targets are.
• Preview handout materials and anticipate who might be attending.
• Match the right attorney with the right potential client based on practice area and expertise.

Then, Don’t Drop the Ball:

• With every personal connection you have made at the event, organize a follow up system to maximize the good will you have cultivated. Forget email in this situation. Instead, stay at the top of their minds with a personal, hand-written note sent no later than three days after the meeting.
• Conduct a post-event review of attendees, their titles, industries and buying power. Then create a checklist on how to effectively follow up on each viable lead.

This entry was posted on Monday, April 7th, 2008 at 7:21 am and is filed under Closing, Business Development. You can follow any responses to this entry through the RSS 2.0 feed. You can skip to the end and leave a response. Pinging is currently not allowed.