Following Up After the Buyer Meeting: Advice from Nutrition Smart's Joe Geier 2/21/2025
While ECRM gets your foot in the door with buyers, the deals come in the follow up that happens post-Session. In this video, Nutrition Smart Category Manager Joe Geier shares his recommendations on how brands should follow up with him. Here they are:
1.Don't rush!
Give him a week or two to catch up on work before reaching out. After several dozen meetings over the course of a few days, buyers need to catch up on work they missed and decompress a bit.
2. Email only:
Follow up via email (not via LinkedIn, even though he is active on the platform -- he likes to have all of his follow ups in one pace).
3. PAY CLOSE ATTENTION TO THE EMAIL SUBJECT LINE:
This is all he is going to see in a barrage of emails post-Session, so make sure you include details that will jar his memory. If your brand name is different than the product name, specify both. Here's an Example: "ECRM Follow Up: Tarnowski Co.'s Joe Cool SuperHuman Protein Powder"
4. Only send what the buyer asks for
Only send samples of those products that he requests. Don't think that by sending samples of your other products you will get him to buy more. If anything, send a link to your website with your follow up, or if you are a RangeMe Premium or Pro subscriber, send the link to your brand profile page so buyers can peruse them at their convenience.
5. Persistence pays off
Don't be afraid to be persistent. Joe's email inbox fills up fast, and he appreciates when a supplier brings a message back to the top. If he says he is interested in your product, he is interested.
To this point, for any buyers reading this, if you are NOT interested in a brand's products, Joe recommends that you are transparent about it. We all like to make people happy, but a NO at the Session saves the brand a lot of time and effort that can be better directed toward those buyers who are interested.
Editor's Note: This video was recorded on location at ECRM's Beauty and Cough/Cold Sessions held recently in Chicago. To see the full lineup of ECRM's Health & Beauty Care Sessions, click here.
