It’s better than nagging: A technique for following up on introductions

In the midst of it all, I’m trying out a new technique for wooing customers. I’d been introduced to the MarCom manager at a large company that needs a blog designed, managed, and possibly ghost written — a very promising opportunity for me. I’d sent her a proposal and some samples. She’d responded with interest. But we were having difficulty setting up and doing an actual phone call. She’d cancelled because of some emergencies and didn’t reschedule.

Meanwhile, I was researching the topic of successful B2B blogs for another client and realized that one of the reference articles I’d discovered talked about exactly the marketing problem the prospective client is hoping to solve. (It examined the way that Manpower US had engaged B2B customers by tightly focusing a blog on the topic those customers were most eager to hear about.)

So, instead of whingeing to my prospect that we needed to schedule, I wrote her a note saying I’d been thinking about her project and thought she might like to see what Manpower US had done, providing links to the article.

We’ll see how it works. But I have a good feeling about the technique. At my end, it certainly feels better than nagging.

Update: Two months later I signed a contract with the prospective client.

One response to “It’s better than nagging: A technique for following up on introductions

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s