Chapter at a Glance

• Following up quickly allows you to stay on your new contact’s mind.
• The more influential the person you’ve met is, the more likely that person is to forget you and move on.
• The availability of e-mail and voice mail make following up easier than ever.
• You want to match the content and tone of your follow-up to the initial conversation.
• Keep your goal in mind as you develop and implement your follow-up.