Jul 19, 2006
Author: Helen Blocker-Adams
So you’ve been to a networking or business-to-business event. You worked the room like a charm. You feel good about yourself. You’ve made contacts with people who may be your potential new clients. Two and half weeks have gone by since that event. You placed your newly collected business cards somewhere in your office and you can’t seem to find them. You’ve gotten distracted. Business obligations have piled up. You can’t seem to find the time to follow up with and completely satisfy the clients you already have. Sounds like someone has a slight problem. It happens all the time. I’ve done it before. I treated those new business contacts like they were gold…that is, until I went back to my office the next day.
It takes organizational skills, time, commitment and WORK to follow through with new business contacts after you have ‘worked the room.’ First of all, remember to put the business cards in a place you can put your hands at any time. Jot down notes on the back of them, if necessary, to help you remember something about them or your conversation. (Actually you should do that immediately after the networking event). George C. Fraser, Author, Lecturer and Publisher, is a Master Networker. He has built a network of over 6,500 professionals from around the world. Here are some of his (and mine) thoughts on follow up and networking protocols:
·After you’ve placed the call, begin with a ‘thank you’ (I.e. for their time, for taking the call, for accepting your e-mail or letter, listening, referring, responding, etc.)
·Make a proper introduction. Find common ground or bond. Review the notes you may have made on the back of his/her business card. Discover those things you have in common (business interests, fraternity or sorority or business organizations).
·Think about what you have to offer and present it first. For example, give a compliment; share your passion/excitement, experience, expertise, excellence, commitment and education. Offer a worthwhile product or service. Build a rapport.
·Be clear and concise on why you’re making the contact and what you’re seeking. Don’t force people (or expect people) to guess your agenda or objective.
·Follow up with a note. (I.e. give thanks again, send an e-mail note or drop a thank you card in the mail).
After you’ve followed these suggestions a few times, your networking and follow up efforts will be much simpler and easier to manage. By all means, have fun and don’t take yourself too seriously.
