An effective follow-up process can help you build relationships with the people you meet at networking events.
A good follow-up system is one that helps you record the names and contact information of people you have met at events. It also helps you identify which networking events are worth attending, says Rosemary Smyth, owner and coach with Victoria-based Rosemary Smyth and Associates, which specializes in coaching financial advisors. A proper follow-up system will help you keep track of the kinds of events at which you are most likely to make valuable connections.
Follow Smyth’s five steps to follow up with people you have met at networking events:
1. Choose a tracking system that works for you
Establish a method to track contacts you have made.
You might choose the latest CRM technology, a simple Excel spreadsheet or even handwritten notes, Smyth says. What’s important is that your tracking system is easy for you to follow and provides accurate records of your contacts, showing what steps you should take to advance the relationship.
2. Send a message
Once you have made a contact at an event, don’t let him or her forget you. Follow up with a note.
Send an email one or two days after the event, says Smyth. Clearly identify when and where you met, so the contact can remember you.
Telephone a contact only if you believe you had a particularly memorable conversation at the event, Smyth says.
3. Follow through
Sometimes when at a networking event, you might promise to refer another professional. In those cases, Smyth says, send along a name to the contact within a week. If that is not possible, at least let the person know in your initial email that you are looking into that referral.
Try to under-promise and over-deliver, Smyth says. For example, if you promised to refer an accountant, offer a choice by suggesting two or three names instead of just one.
4. Arrange a meeting
Invite your new contact to meet for coffee.
Clearly outline, either in the email or when speaking on the phone, the purpose of the meeting, Smyth says. For example, tell your contact that you want to get to know him or her better and find out how you might work together.
5. Stay connected
Keep in touch with your new lead through a marketing initiative.
Ask if he or she would like to join your newsletter mailing list, says Smyth, or invite your contact to connect via a social media site such as LinkedIn.
Always get permission before adding someone to LinkedIn or a mailing list, Smyth warns. They may not want that much communication at first.
IE