We all know that effective, thoughtful follow-up not only helps you remain top of mind, but also helps you bring your potential client from pipeline prospect to desired results.
When it comes to networking there are certain action steps that truly grant success, but if you don’t implement a consistent follow up routine, you’re really saying “why bother?”
In fact, it’s so important to your results that good networkers know they should block out time for follow up when they schedule the initial contact.
Gmail knows it; they even tag your email with a nudge reminder to follow up if there hasn’t been a timely response.
Think about this, if we know that each sale – or closed business – takes an average of 7 “touches” (actually, they are reporting more like 12 these days) shouldn’t we factor in the time and activities?
Your Calendar is Your Budget
In the life of a networker, your calendar allows you to schedule tasks and meetings. Not blocking time for these activities can make your day snowball into hectic chaos. To those who don’t effectively use their calendar, follow up often gets set aside for something perceived as more important.
To get around this I make sure that I calendar the simple things like emails, cards, calls – I use Google calendar by the way, it’s free and integrates with things I use daily like Calendly, Zoom, etc.
So let’s say I attend a networking event, I block out the event time in my calendar as well as 15 minutes after to send at least one follow up email, and a phone call a day or two after if I see a fit.
What if I receive a referral? I make sure my follow up steps aren’t just to motivate the client but also to connect with the person who gave me the referral. I’m pretty sure you’ll agree that it is worth your time to dig deeper and find out how you can best support them. In fact, I schedule a 15-minute block to email them just to ask when they are available for a one-to-one meeting.
Assignment: Today’s assignment is a 2 parter to shorten the pipeline process.
Part one:
Give them an opportunity to schedule with you, by scheduling a 15-minute block directly after the mixer you’re attending to send this simple email to at least one new connection:
(adapt the sample for your use)
Dear <Name>,
It was a pleasure meeting you at today’s networking event.
I’d love to learn more about you and your business. We might even find how our businesses can work together!
Are you available next week Wednesday at noon for an online meeting? If that time doesn’t work for you, we could also meet Friday at 10am.
Once they reply with a confirmation, block out time on your calendar for a follow up note and another for a call to that online meet.
Part two:
Schedule 15 – 30 minutes within 24 hours of the event on your calendar to connect with those you met via LinkedIn.
Remember, when you fill your calendar with the tasks and things you want to do, it’s harder for others to steal your time.
Want more results in your networking for success? Check back with us at Constant Social Media Networker for more interactive ActionSteps4Success.
I look forward to hearing your comments and results!
_______________
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In networking: The more memorable (positive and helpful) you are, the better the results. Questions? Feel free to call The Constant Social Media Networker, ActionSteps4Success Founder and BNI Executive Director Cys Bronner 866-889-3466 or email her at Cys.Bronner@ActionSteps4Success.com
Her motto: Making word-of-mouth marketing work for you
Exactly where did u actually pick up the tips to write “Success Step 4 – Honor the Event | CSMN”?
Thanks for your effort -Eva
Eva, funny you should ask about a post that mentioned my dad on his birthday. Thank you for asking.
The original tips came from watching my family network as a child. Understanding what I was seeing in practice did not *click* until I joined BNI and learned more through my time in the organization.
In fact, Dr. Ivan Misner mentions something similar in his book “Truth or Delusion” When he says “You can network anywhere, anytime, even at a funeral” continuing on to explain that it is about how you do it and honoring the even is a large portion of the how.