A first meeting, whether it’s with a prospective employer, a potential new client, or even a new business associate, can always be a little anxiety-inducing. After all, you want to be sure to answer any questions, make a great first impression, and make sure you express your interest in the relationship. But too much follow-up can be just as bad as too little — overwhelming a prospective employer or client with calls or emails can be a problem. Whether you’re a Registered Independent Advisor meeting with prospects or an advisor interviewing with a wirehouse firm, there are a few key tricks to ensure you’re able to seal the deal after a great first interview or meeting.
Send A Personalized Follow-Up Email ASAP After Your Meeting
The first order of business after any great meeting should be a follow-up email. Depending on the type of meeting, the tone and content of the email should vary somewhat, but the general idea is to make sure you’re reiterating your interest in the relationship, being sure to mention something specific about the meeting that will stick with the interviewer or prospect. Some additional information about a question or topic discussed in the first meeting or a reference to a common acquaintance or experience are great ways to ensure that the specifics of your introductory meeting stick in your new contact’s mind.
If you can, send the email quickly, and in no event longer than 24 hours after your meeting. An email within a few hours of an interview or first meeting is a great way to establish that you’re responsive, thoughtful, and interested in the relationship.
For Prospective Clients, Set Up A “Drip” Email Campaign
RIAs looking to build out their advising practice can start by setting up a “drip” campaign of automated emails that go out to prospective clients. These emails can be customized to fit specific audiences — for example, an “introductory” series of emails that contain general information, or a series for individuals about to retire. These emails are sent at regular intervals that don’t overwhelm the audience, and, if they convey useful information, can establish your value as a regular resource for clients.
Pick Up The Phone — But Not Too Often
For many of us, calling to follow-up after a first meeting can seem like it might be overwhelming or intrusive, but many contacts appreciate the personal touch of a follow-up call. This is a situation, however, where it’s important to know your audience. If your prospect or interviewer has indicated that they’ll initiate the next contact, it can be best to stay away from phone contact, as too many calls can be off-putting, especially if the interviewer is waiting to hear back from someone else before making an offer.
As with your email follow-up, any phone contact should be personal, specific, and goal-oriented. Rather than calling simply to follow up, try to make sure the call provides additional information or adds value to an issue discussed in your first meeting. And don’t take it too hard if a hiring manager or prospective client doesn’t return the call right away — not everyone prefers phone contact, and a lack of phone response isn’t necessarily an indicator of how the relationship will progress in the future.
Clean Up Your Social Media
If you’re active on social media, it’s a good idea to do a quick check of your accounts to make sure there’s nothing on your profiles that might be off-putting to a potential client. This includes a check of any personal accounts that might exist, even ones you haven’t used in a long time. More than one promising meeting has been derailed when a prospective client does a deep dive into old tweets or a long-unused facebook page. Your social media is a part of your public face, and making sure any personal accounts are locked or purged of information you wouldn’t want an employer or client to see can be an important protection.
By the same token, use good judgment when deciding whether to reach out to an interviewer or prospective client through social media. Sending a LinkedIn invitation to prospective clients or following a prospective employer’s business on Facebook may be a useful way to stay updated, but reaching out through a prospective employer or client’s personal Instagram or Facebook page may be considered too familiar or off-putting. Always err on the side of less contact through social media, at least after the first meeting. If there’s any doubt about whether a form of contact will be welcomed, resist the urge to reach out through social media and consider sending a professional email instead.
Want to Keep the Conversation Going?
Getting to “yes,” whether it’s with an employer or a prospective client can be daunting, and the right partner can make all the difference. At Terrana Group, our experienced and knowledgeable professionals welcome the opportunity to consult with you to determine the right platform for you going forward — one that satisfies your long term objectives and is also best for your clients!
Over the course of nearly 30 years, we have helped facilitate thousands of professional placements for Advisors, with client assets transferred exceeding $67 billion dollars. We have completed placements in most every major city throughout the United States, while building deep relationships with the advisory world’s most sophisticated and notable firms — including major Wall Street brokerages, most Regionals, Boutiques, Banks, Independent Broker Dealers, RIAs and Custodians. We have a broad knowledge of the deals that are currently being offered and will ensure that you are being presented with the offer which will be best for you.
Confidentiality, professionalism, and respect are protocol to our practices and beliefs; we handle each and every step of the placement process with complete communication, keeping you informed while making the process smoother from beginning to end.
We are proud to always be considered as a great asset by our clients because of our proven expertise, many years of knowledge, and acute attention to detail. Financial Advisor Recruiting Services are not all created equal; we guarantee that the TG experience for clients and candidates is always world class.
We are based in Chicago, with a nationwide reach. Let us know you are interested by contacting us today. To get the conversation started, email info@terranagroup.com or give us a call at 312.655.8380 today.
