Column
How to Follow Up to Move Ahead
By Robyn Henderson
In this fast-paced world, where people are connecting in multiple ways—face to face, by phone, fax, email, teleconference and Internet—all day long, how do we impress ourselves upon those busy people when we meet? By following up. If you don't follow up when you meet new people, you may as well have stayed at home.
We often become very smug at our regular BNI meetings. We know everyone, we get a few referrals every month and we are comfortable. However, if we really want to put a rocket under our referrals, expand our membership and really get our chapter rocking, we need to attend other networks. And most importantly, we need to follow up with the people we meet there.
Lets look at a few strategic, yet powerful post-event follow-ups.
1. When you commit to forward information post-event, don't over-commit. Be honest, if you have a full schedule that week, indicate that it may be four to five days before you can forward the information. Most people are quite okay with this, but make sure it is. It's when you say you will do something and don't do it that you can lose credibility.
2. Your post-event system may include having a specific business-card holder for that network, where you place all the cards from the people you meet at this event. Prior to putting them in the folder, you make a note on the back of the card with the date and place you met the person and something you remember about them—ideally something they are interested in outside of work. Prior to going to the next event at that network, you browse through the cards to remind yourself whom you met. You may also enter the contact details from the card of key prospects in your electronic database and make a note to reconnect with them in 30 to 45 days. Remember you are building trust and earning the right to gain business as well as aiming to be remembered positively—without being pushy.
3. One easy way of making contact with people post-event is to send them a copy of an invitation to another event they may be interested in attending. Shoot off an email or fax saying, "Hi Joe, enjoyed our conversation at the Chamber of Commerce. Here is the invitation I mentioned. Hope to connect with you again." Another way may be sending an article that is relevant to the person's business or profession. You may in fact collect a file full of these and forward as required. For your interest, www.corporatetrends.com.au has a large selection of appropriate articles on a variety of business subjects.
4. Send an electronic postcard. Visit www.networkingtowin.com.au and click on the Send a Postcard icon. You will find a variety of designs that are easy to send and download quickly. The key point is that you follow up.
The absolute fastest way to be seen, get known and move ahead in any circle is to follow up. Do what you say you are going to do. Exceed people's expectations—every time.
If you see attending networking events as a three-part process—preparation before you go, connecting with people at the function and follow-up after the event—you will really start to see reward for your effort. Always remember small but significant help can be powerful and memorable. Happy networking.
Global Networking Specialist Robyn Henderson will send you a complimentary networking ebook when you email her at: inetwork@ozemail.com.au or visit her website: www.networkingtowin.com.au
|
|
