The Savvy Networker

ABC's of Follow Up: E is for Effectively Efficient

How to follow up with people and be effective at it is just as important as being efficient in the process.

Most people fail to follow up.  Period.  They mean well, they really do.  But life gets in the way or, rather, busyness gets in the way. 

Have you ever realized that you are just too busy to follow up?  Or have you realized that you didn't follow up because you were just too busy to do it?  Well you are not alone.  Apparently, 80% of people never follow up with someone that they have met while networking.  80%!  And while that is the number I see touted in many books and articles, from my own experience, I think the # is even higher.

So, what can you do to make sure that you are doing proper follow up with people that you meet while networking?

First of all you need to put a system into place.  When you have a system, you know exactly what to do, when to do it, and most importantly how to do it.  And, when you have a system you can be effectively efficient.

Here's a suggested system for you to follow:

1. Make it your goal to meet only 2 or 3 people at an event that you are going to follow up with.  By limiting the # of people you plan to follow up with you can be more effective in actually getting the follow up done.

2. Take cards only from people that you actually plan to follow up with.  This prevents you from over extending your ability to respond and it prevents you from making apparent commitments to people that you have no intention of following up with.

3. Set aside white space time after an event for proper self debriefing of what the connections were and how you intend to follow up with the people whose cards you have in hand.

4. Have blank greeting cards and stamps on hand in your office or car so that you can write a quick thank you note within 24 hours of meeting a person at an event.

5. Write the card and send it in the mail within 24 hours.  Remember to make this about them not about you.  Thank them for the conversation and mention something that they said that you remember and make a favorable comment along those lines.  Resist all temptation to go into selling mode.  This is not the time or place.  This is about building relationship!

6. Now that the card is in the mail.  Send the person an email and let them know that you appreciated spending time with them at the event and mention 1 interesting thing that you remember from your conversation.  Make this about them ... not you.

7. If you promised to send them information, like an article or a resource be sure to include that in the email.  Again, this is not about you making a sales pitch .. it is about you creating rapport and building relationship.

8. Based on your discussion, if appropriate, follow up with a phone call to arrange a meeting.  Have an outline handy of what you would like to converse about.  Make it about them.  How you can help them.  Add value to the relationship by offering ways to assist them.  Can you provide them with a referral?  With a resource?  Is there something you can collaborate on?  Is there someone that you can introduce them to? 

When you start with the end in mind and when you have a system in place you will find it much easier to do the follow up that you intend to do.  Your systematic approach will allow you to be efficient and effective.

Go make someone else happy ... it's all in how you follow up!

ABC's of Follow Up: D is for Dreaming

Business Networking is about building relationships.  Follow up after the event is for reinforcing the relationship.

One of the key things to be listening for when you are networking with people is what are their hopes and dreams.  What big audacious goal is enticing them to dream really big for their business?  What lights them up about their dream? 

And you might be thinking, "Zita, you are out of your mind ... how am I going to find out what people are dreaming about in their business?"

And I would say back to you, "Just ask!"

Everyone loves to talk about themselves.  You know you do.  So ask.  Here are some sample questions that you can ask the next time you are out building relationships through your business networking:

"Wow, that's really interesting, Joe.  So, tell me what big plan are you working on right now that has you excited about the future?"

"Sally, I understand that you are a business coach.  What exciting goals have you set for yourself for this next quarter?"

"James, I'm so glad we had this opportunity to connect.  Before we part, can you tell me one thing about your business that currently has your attention and you are on fire about?"

I promise you if you ask these, or similar questions, you will get a shocked look from most people ... and they will pause for a moment to think ... and then you will see them glow from the inside out as you listen intently to what they share with you.

And, if you are smart (and I know you are) then you will make a mental note to support them in that dream.  You can be on the watch for any article or resource that would be valuable to them.  When you find such info and share it with them via email, snail mail, or over the phone - they will realize that you are serious about supporting them in their dreams and achieving their goals. 

By helping them to name their dream and bring it into reality, you will have greatly upped your social visibility with them.  Increasing your value to them as a connection in the magic web that they are weaving for themselves.

Dream big for yourself and encourage others in their dreaming as well!

Happy Connecting!

ABC's of Follow Up - C is for Connecting

The best networkers are connectors at heart.  And, that is a very good thing because one of the most powerful ways to build relationships is to act as a connector for the key people in your life. 

How do you advocate and make warm connections for others?  You begin by paying very close attention to who your key person is at their core.  What are their core values?  Who do they serve best?  What makes their heart sing?  What gives them joy?  What is their passion? 

When you know these things about a person, I am confident that you are well past the knowing and liking stages of building relationships.  You are well on your way to the trusting stage.  So, when you know someone at their very core and you trust them to be true to themselves as you have grown to know them, then it is easy to take the next step.

And that next step is watching out for opportunities to introduce them to people that you know that would be a good fit with their purpose, passion, and competencies.

You are the conduit that can make magic happen for the people in your network.  Pay close attention to what people say they do and to what people say they need.  Then, begin connecting the dots.  By advocating for others and clearing the way so that their paths can converge for a moment or a lifetime, you will be well on your way to making favorable and lasting impressions on the key important people in your life.

Now that's connective!

ABC's of Follow Up: A is for Action

If you are honest with yourself, you likely have a business card collection like the one in the photo here.  How does this happen?  It happens when we don't have a strategy for what to do with the business cards that we receive at events that we attend for networking purposes.  Without a strategy, the RUBBER BAND strategy gets put into play.  Please don't let this happen to you.

There are several strategies that you can put into play so that you can take proper Action with your follow up.

First, and most important, mark out time on your calendar for follow up.  When you mark off time on your calendar for the event, let's say 11AM to 1:30PM, then also mark off 4PM to 5PM for follow up. 

2nd, keep an arsenal of greeting cards available either in your office, or your car and use those for a handwritten note to people that you have designated as the 2 or 3 that you want to follow up with following the event.

3rd, use a system like Card Scan or Neat Receipts to quickly scan the information off of the cards and into your data base so that you can manage your contacts well over time.

4th, remember to keep it simple and about them ... not about you.  Early follow up should always be in gratitude for the meeting and for the time that they shared with you.  Early follow up is about building relationships not about sales.

5th, just go do it!  A is for Action.  Take action now to follow up with at least one person that you met this week.

Follow up - Greetings - You can use right away

Back in December, I posted here that I was dismayed with Plaxo's decision to step back in time with their ecards.

I've found a new source for all of you who want a way to brighten someone's day without the added hassle of having to follow a link to pick up a greeting card that you have sent via email.

 

Andrea J. Lee is the World License Holder, Thomas Leonard Works Former General Manager, CoachVille.com, and she hosts his original cards on this site 
http://bestofthomas.com/cards/index.php .

The cards are well thought out and inspirational.  Once you personalize the card it is sent directly to your adressee via email.  That means it pops right into their mail box and they don't have to go pick up your greeting.

Smart, fast, and easy.  Follow up with people you want to stay in instant touch with and you'll be gaining top of mind awareness as you do.  That's just another way to say thank you.

Happy Connecting!

Making time for online networking

I'm late, I'm late, for a very important date. I have no time, hello, goodbye...

Who among us does NOT feel this way?  And, yet, we must make time to say hello, goodbye and quite a lot in between, if we are to grow our network.

Professional organizers will share with you that it's all about systems and strategies.  You'll need to put systems in place to get yourself organized and then you need to have strategies in place to actually USE the systems that you've created.

Today, I want to share with you a concept that you can build a system and strategy around.  The system is one for follow up and for building relationships.

Take a moment to sit down and do a year end inventory of your most important relationships.  And for the sake of direction ... let's list out 10 of your current, primary, relative and important relationships.  You should know instinctively and without much prodding who these 10 important relationships/contacts are.  Go ahead and write them down.

Now, in looking over that list, take an inventory of your "staying in contact strategies" with each one.  When was the last time you talked to each person on your list?  When was the last time you sent them a card, an article, a referral?  When was the last time you visited their blog or website?  When was the last time you commented on their blog or website?  Do they have a social media presence?  Have you left them a testimonial or a comment?

With just these two simple exercises, you will have identified the people who are important to you and you will have identified the ways you are (or aren't) staying in contact with them.

What do you need to change?  What do you need to add?  What can you do to strengthen the ties between you and these 10? 

When you answer these questions, you will be refining your goals and then you can put systems in place to map out your strategy toward achieving those goals.

Tune in again soon for a follow up post that will showcase one way to tie this all together!