Here’s how it happens…
You get back to your office, having met some interesting new contacts, armed with their business cards and good intentions of following up. You take those cards, maybe flip through them to remind yourself of who’s most interesting, and then you put them somewhere safe, so you won’t forget. My “safe spot” was always on a bookcase just behind my desk. Yours might be your credenza or your desk drawer.
You think about following up with your new contacts. You want to find just the right opener. Something personal, to help recall your conversation, or better yet something you can share that brings value and is connected to your conversation.
And then you get distracted by a deadline or a phone call or someone dropping by your office with a quick question. Your thoughts shift to the task in front of you, and you remind yourself that you need to get back to that stack of cards.
The cycle repeats itself over the next few hours or days or even weeks. Having delayed this long to get in touch with your new contacts, you feel a pressure to have a strong follow-up. “Nice to meet you” just doesn’t cut it after two weeks, does it? But the memory of the conversations is getting dimmer, and you’re finding it harder and harder to come up with a good enough follow-up. Plus those distractions just keep coming.
And then, weeks or months later, you look at the stack of cards, sigh, and throw them away, resolving to do better next time. And you rationalize it. The contact wasn’t that interesting. The opportunity wasn’t that promising. Besides, they didn’t contact you either. Networking is a two-way street, and if they didn’t do their part, it’s ok that you never quite got around to the follow-up.
Sound familiar? Here are three steps you can use to shift this experience, follow up consistently, and get better results from your networking.
- Make a few notes immediately after networking so you can remember your new contacts. As soon as you leave the meeting, jot a few key words on the back of your new contact’s business card. If you’re a talker, dictate your notes using a service that will email a transcript to you right away. (You can find multiple apps, or use a service like LegalTypist.) Import the notes into a contact management system so you can use them for initial follow-up and to lay the groundwork for future contact.
- Have a deadline for your follow-up, with a personal “no extension” policy. Resolve that you will follow up within one to two days at the absolute outside, no matter what. (Nancy Fox suggests using the 30 minutes after a meeting for follow-up.) Set your deadline in advance and make it a part of your follow-up system.
- Extra credit: plan “connection time” at least twice a week. Use it for follow-up when you’ve met new contacts, or to connect with someone on your “A list” of contacts if not.
- Use a template to make your initial contacts easier. Use a template that you adapt to the circumstances, so your follow-up is always personal but never created from scratch. Having a starting point makes it much more likely you’ll get the initial follow-up done, whether your system calls for follow-up by telephone, email, or handwritten note.
Once you’ve made your initial follow-up contact, calendar your next contact. You may not get a response to your initial follow-up, so be sure you know when you’ll be back in touch and how you’ll make that contact.
Networking without follow-up is a waste of time. Consistency builds relationships, and successful business development requires relationships, not just contacts. Implement your follow-up system today—especially if you have business cards collecting dust!