"i attended a networking event. now what?”
in last week’s email, we talked about preparing for a networking event. now, what do you do after?
let’s review some simple ideas to help you maximize the initial interaction you had with someone.
a networking event is just the jumping-off point for starting a new professional relationship -- your follow-up is the key to developing it. and since the clock starts ticking (and mindshare decreases) after you meet, it's best to start at step 1 within 24 hours.
let’s get to it and learn how to follow up like a pro:
1. send a quick follow-up email.
take your new contact's email off of that little rectangular piece of paper they gave you and craft them an email. simply say that you enjoyed meeting and try to reflect back on a point from the conversation. something like, “it was so nice to meet you at the chamber of commerce event last night! best of luck with your son’s baseball championship this weekend!” if you’d like to have a follow-up, you can say that as well -- just add, “we started to talk about the synergies we have with our clients and i’d love to continue that conversation. how does your schedule look next thursday for a (call, zoom, coffee, lunch, etc)?”
it doesn’t have to be long or formal, but you need to move the ball forward.
2. link up on linkedIn.
since linkedIn offers so many free tools to keep your contacts front-of-mind for you (and you to them), what’s the harm in connecting and seeing them pop up in your email on their birthday, when they have a work anniversary, or get a new job? all these are occasions for follow-up.
3. create 'reconnect files.'
after you have a follow-up meeting or phone conversation with someone you’ve met, i suggest you create "reconnect files." they’re handy, color-coded reminders that you can schedule once a month (in your calendar or project management system). include some information about how you met and what you’ve discussed in the notes. when that name pops up at whatever cadence you set it to, reach out to catch up, maybe set up another meeting, or send something that might be valuable, like an invite to another event, a great article, or an offer for an introduction from which they would get value (with their buy-in first).
4. remember birthdays (and the small stuff).
even if you don't have your contact's birthdays on file, facebook and linkedIn make it easy for you to reach out. social media also provides other occasions to reach out. for example, is one of your contacts having a family celebration soon? a surgery? a child? reach out and send your well wishes. these small gestures will go a long way. they mean even more if you handwrite a note and mail it.
5. give first, expecting nothing in return.
during your initial meeting, did your new contact mention a need overtly or in passing? perhaps they mentioned that their sibling is a job seeker? if so, maybe you can follow up and inquire about what he/she/they wants to do and ask for a resume to pass to a few possible connectors or companies who are hiring.
this is one example of many possible scenarios, but what’s important is to seek out opportunities in which you can help someone with a need they have. take the lead and expect nothing in return. most people are wired with a reciprocity mentality; continue to do this, and you’ll grow a positive reputation as someone who pays it forward. people will be attracted to you and will want to help you in return.
6. set up a one-one-one meeting.
be clear about your intentions for any meeting beforehand so the other party can decide if they’d like to accept the invitation and, if so, prepare accordingly. if you’re going to meet in person, make it somewhere that's easily accessible and will have a quiet (enough) space for you to talk. the first one-on-one meeting is about further developing your rapport with your new contact. rather than forcing your agenda on them by leading with things about you and your business, let them ask.
7. use the power of one connection to open many doors.
any contact with whom you interact knows hundreds, if not thousands, of other people. this makes the power of your conversation exponential. remember: when you’re talking to someone, you’re actually speaking to their entire network. the same goes for them with you.
once you’ve developed real trust with someone, you'll want to be more intentional about how you help them. if someone is looking for a job, a business lead, or some other tangible introduction and you can and would like to, offer to help and make introductions for them. once you’ve gotten buy-in from the third party about the connection, close the circle and make the warm introduction.
8. make follow-up even simpler with these tools.
one of my favorite tools is haro (help a reporter out). you’ll get emails with opportunities from press outlets to be quoted or featured in their stories. it’s great to use for yourself, but also to share with your contacts who are a good fit. clay is another one that helps you stay in touch with your network.
there you have it: eight simple steps to master the art of networking follow-up. it’s always best to work on one new habit and get it down before going to the next, so consider breaking up these tips and adding one to your calendar every couple weeks. that way, you can slowly and naturally integrate them into your follow-up routine.