FOLLOWING UP

So you’ve done your networking.  You went to the show, the exhibition or the conference.  You exchanged business cards, shook hands firmly but gently with just about everyone there, looked them in the eye, smiled a lot and listened to them all.  Now you can relax, right? 

Er…. Not yet.  You need to complete the job.  One of the most important aspects of networking is the follow up.  If you don’t follow up, you may as well have not met anyone at that Conference as they will have been “networked” by numerous people, and now, you are merely another business card.  What you have to do is stand out from the crowd.  You need to turn those contacts into relationships by letting them know you are interested in investing time and effort in them. 

So… how do you do that?

      

      
• Find something in common – think back to when you met, can you remember anything specific about that chat?  A joke you shared?  A mutual interest in business or pleasure?  Did you note it down on the back of the card?  Whether you remember or not, try to find something during the follow up conversation.  What was the reason you met this person in the first place?  What attracted you to talk to him/her? Find a topic to break the ice.
      
• As with the most successful conversations, make it about the other person.  Direct the conversation into topics that interest them and ask questions – their business, their hobby, their family. In the weeks/months thereafter, when you come across information concerning any of these, you can send it on to that person, strengthening the relationship and demonstrating your interest in them.
• Whilst in conversation, try and think of something or someone who might be of use to your contact. Mention it and promise to forward details or send him the contact.  When you do, say, “As promised, here’s the information we discussed…”
• Follow up as soon as possible, whether by phone or by letter/email, within the first week after meeting, so that the contact’s memory of your meeting is still fresh.
• In your follow up, you should be persuasive without being overbearing.  Your aim is to promote your services/yourself to everyone you meet.
• Your strength lies in how you can help your contact.  Let your contact know how confident you are that working together would be mutually beneficial, how you can help each other or how you can help him/her.
• Show them your accountability by explaining that you will monitor the project to ensure it remains on track and  arrange weekly updates/emails/meetings.
• Explain how your experience of helping people like him/her will result in positive and lucrative results for him/her.  List 2 or 3 things you can offer.
• End the letter by advising the contact when you will next be in touch.  It is advisable to have something you can send to reinforce your dependability and usefulness – hints & tips/newsletter/magazine – and let them know you will send this on.