How to Master the 1-1 Follow-Up

(Without Making It All About You)

So, you’ve done the work, you’ve attended the right events, and you’ve met someone who could be an amazing connection. Now it’s time for the 1-1 follow-up – that critical moment where you both get to learn more about each other and see if you’re truly aligned. But here’s a heads-up: a 1-1 isn’t about pitching yourself; it’s about building trust, creating a foundation, and keeping things balanced. This meeting is where your initial connection can turn into a lasting relationship—but only if you approach it the right way.

If you’re not sure how to make the most of these 1-1 meetings, here are some key strategies that will help you build genuine connections without it feeling like a sales call.

Show Interest, Don’t Sell

Imagine you’re sitting down with someone, and before you can say “hello,” they’re explaining why you need their service. Not the best vibe, right? Approach the conversation with genuine curiosity about who they are and what they value. Treat it as an opportunity to learn and connect, not as an invitation to pitch. Remember: the best relationships grow from shared values and interests, not from a hard sell.

Pause, Listen, and Avoid Story Jumping

One of the best ways to show you’re interested is to pause and let them talk. Avoid the urge to “story jump” (where you immediately follow their story with one of your own). Listening is key to uncovering areas of potential collaboration and shows that you’re genuinely invested in what they’re sharing. Plus, taking a moment to pause before responding can help you stay focused on their story rather than steering the conversation back to yourself.

Ask Thoughtful Questions to Build Trust and Encourage Collaboration

Go beyond the basics with questions that reveal their priorities and personality. Here are some examples:

• What’s something in your business you’re incredibly proud of but don’t get to talk about often?
• If you could solve one challenge in your industry overnight, what would it be?
• Who or what inspired you to start your business?
• What’s a non-work goal you’re working on right now?

These questions allow for real connection and mutual understanding, which lays the groundwork for future collaboration. The goal is to get to know them as a person, not just a professional.

Share, Don’t Sell

Yes, there’s a time to talk about what you do, but let it flow naturally. Think of it as sharing a success story or passion project, almost like your own mini testimonial. “I love helping small businesses boost their visibility,” sounds way better than “I can help you double your client list by Q4.” It’s subtle, it’s genuine, and it keeps the focus on mutual interest rather than an agenda.

Respect Their Time and Keep the Balance

Everyone’s busy, so be respectful of their time. If you’re close to the scheduled end and the conversation is going well, ask if they’d be open to a follow-up. This shows that you value their time and creates a natural opportunity to meet again without overstaying your welcome.

And if the meeting isn’t going well or feels one-sided, it’s okay to politely wrap things up rather than staying longer. Closing with something like, “This has been great! Let’s stay in touch and see if any opportunities come up for us to collaborate in the future,” keeps the door open without forcing a continued connection.

Take Notes (and Let Them Know You’re Doing It)

Taking notes during the meeting is a great way to show that you’re engaged without interrupting. Let them know you’re jotting down details so you don’t forget anything, and it’s clear you’re listening closely to what they’re saying. This helps you remember key insights and gives you a foundation for thoughtful follow-ups.

Pro Tip: If you receive their business card, write a few memorable details on the back, like a unique comment they made or a shared interest. This small step makes follow-up conversations much smoother.