March 16, 2010

1. Take notes. If you're taking someone's card to drop them a line when your new product is available, jot that on the card. If you're taking someone's card to set up a lunch to hear more about their awesome company,  jot that on the card. You don't have to do it right in front of the person, if you find that awkward. But remember that time can get away from you and business may have you running around so crazy that you don't pull out this card until months later when you might not remember exactly what you intended to do.
2. Use social networking. Connecting with the person right away via Facebook, LinkedIn or Twitter takes no time and it ensures that you'll be on each other's radar. It's also a good way to open a dialog if you're not entirely sure of exactly what level of contact the other person is interested in. Make sure to do this in a personal way—so send a personalized message with your friend/connection request or in your tweet/direct message. It's best to make your first contact quickly to get the relationship moving … so take an easy step.
3. Timing isn't everything. People in certain professions seem to be better at follow up than others. (PR and sales people, for instance, are on top of it!) There don't seem to be any hard and fast rules about how long you should wait to contact people or how long is too long. If you feel you've waited too long, think of a way you can help the person you're contacting—even if it's as simple as sharing the link of a good article. What's important is that you show the person you remember them and that you are genuinely interested in connecting. Unless you promised to contact them about something time-sensitive (or they're super-sensitive), people will understand if it took you a little longer to contact them. Similarly, if they take a long time to get back to you, don't get offended. If they're like me the whole “Inbox Zero” concept is a unicorn, and the messages keep piling one on top of the other.
4. Keep it REAL. These are people you're connecting to, not just pieces of paper in your pocket. Have some fun making the personal connection, and all future contact will benefit. Try not to take cards unless you really want to connect with the person later. If you find a card and can't remember who the person is or why you wanted to talk to them, then don't. Sincere follow up is the only kind worth doing! 

Join the conversation ( 9 )

• MARK STOREY 1 year 10 months and 9 days ago

  

  I agree, 1000%. If you aren't going to follow up, don't bother networking and connecting. Follow up is the most important of the 10 commandments of networking a mixer.

• Dana Fox 1 year 10 months and 11 days ago

  

  This is an excellent article. I agree with Jill. Follow-up is so important. I work for ECRM, which hosts events that provide buyers and sellers the opportunity to meet with a large number of business prospects in less than a week. The buyers always tell us they have great meetings with vendors and find a lot of hot new items and trends. But, they complain sometimes that vendors struggle to follow up if they use old-fashioned or less-organized methods. Using social media sites is a great idea to incorporate into your follow up method and a phone call is always best! ECRM also provides attendees with online tools and complete contact and product information and forms to make the entire follow-up process a breeze! www.ecrm.marketgate.com

• Monica Upshaw 1 year 10 months and 11 days ago

  

  Follow-up is extremely important. I have fallen into the trap of taking business cards at an event and then not remembering anything about the person when I got back to the office. Making notes on the card is a quick and effective way to make follow-up more effective.
  
  Great article! I just recently started connecting via social media networking platforms. Good advice!
  
  Thanks,
  Monica Upshaw
  http://www.bellavaro.com

• Cathy Kuzel *www.theconnectedwoman.com 1 year 10 months and 13 days ago

  

  I advocate being a 'connector' and not a 'collector' which so many business people at networking events have become. If you're going to send information as part of your follow-up, make it a point to ask the person you've met for permission to include them in your newsletter/ezine or product announcements.
  Re: writing on the business card - be aware that some cultures consider this an insult so it is best to create a simple 'code' that you can use to quickly jot down notes once you've moved away from that contact.
  I also agree with Rob to send a 'hand-written' (not computer generated) note to follow up. Great way to make an outstanding impression!

• Jill Fehrenbacher 1 year 10 months and 16 days ago

  

  Spot on. The follow-up is the most important part of the process. It's easy, takes almost no time, and it emphasizes customers' and contacts' value to your company. I especially love it when someone follows up with me on a new product or idea with a phone call. It's so much more personal than a typical, "Have you read my email yet?" message.

• Nick Hughes 1 year 10 months and 16 days ago

  

  Excellent article excellent comments. I would agree with Craig about point number 1. By writing on the card in front of the person you are showing by this act a tangible interest in the person.

• Rob Woodbridge 1 year 10 months and 18 days ago

  

  Great article. Often the follow-up is the most overlooked aspect of business.
  
  A very effective follow-up in this day of swift and easy is to send someone a handwritten letter or card of thanks. Sad to say but this is VERY unique in business today.

• Mark Copeman 1 year 10 months and 19 days ago

  

  Blatant plug I know - but thought it was relevant to this article - http://www.targetstoprospects.com has been a superb way for me to follow up over the last 15 months. Clients asked me if they could buy the system, and now they can!

• Craig Ogg 1 year 10 months and 19 days ago

  

  I appreciate it when people jot on my business card something to remind them of how they met me or what I am interested in. It takes more effort than just handing me their card and indicates some intention of following up later.