Follow-Up Is Critical

At last, the networking event is over. You did all your prep work. You went to the event with the right attitude. You had high-quality interactions with people you wanted to meet. And now you are leaving with 5, 10, maybe even 15 business cards in your pocket - now what?

Simple, follow-up!

All too often, that business card goes from your pocket to your desk with the best of intentions - "Okay, I will give that person a call/e-mail in the morning." However, when the morning comes, business takes hold and you have a busy day (as they all are). Unfortunately, in all the commotion, the follow-up was missed. The next moring, you spot the card as you walk in, but there are two or three things from yesterday that you just need to finish up. By the time you get a chance to make the call or send the e-mail, a week has gone by and you're now a bit uncomfortable making contact. The longer you wait, the more unconfortable you'll become, until you finally put the card in your files, where it will sit until you throw it out a year or two later.

Instead, follow-up immediately!

When you arrive at home, take a minute to compose an e-mail which simply states:

"Dear _________,

I am glad we had an opportunity to ____[meet, follow-up, etc]____. I look forward to speaking with you again in the near future. [Add a line about how you would like to follow up, i.e., I will give you a call.... or how is your calendar on....].

Yours truly,

_____________."

In fact, most contact managers will even allow you to schedule this e-mail to be sent the next morning if you perfer. However, the important point is that your follow-up contact is made.

What Do I Say at a Networking Event?

Talk about the weather. Talk about what you like best about your job. Talk about Grey’s Anatomy. Talk about ANYTHING, EXCEPT YOUR COMPLETE SALES PITCH. No one likes to be trapped at a mixer with someone trying to get through their 15-minute sales pitch without any pause. Instead, develop an interesting 60-second speech about what you do (commonly referred to as an elevator speech). Then, while the conversation moves from what you do, to the weather or to Grey’s Anatomy, you can interject a few anecdotes about something great you or your company does. It will take practice, but eventually, you can get key points about your business across without aggressively trying to “sell” to someone.

Develop a Business Card System

At a networking event, you may collect 10-20 business cards and pass out the same. But how many times have you pulled the card of another person out of your pocket when attempting to provide them with yours? To avoid this problem, develop a system. For men (and women), place your business card in your left pants pocket and all those you collect in your right pants pocket. For women (but rarely men), if your carry a clutch or a purse, designate one pocket for your cards, and another for those you collect. While your efficiency will not be noticed by those you speak with, your inefficiencies will.

I'm too shy to network!

Isn't it interesting that most people would rather die than speak in public? Well, while you are “dying,” your competitor isn’t! To avoid giving your competitor business, join a local Toastmasters group. It will help you become a better speaker by teaching you how to manage your fear and how to deliver a clear message.

Always carry your business cards!

Isn’t it interesting that while people rarely attend a networking events without their business cards, they seldom take business cards to social functions with friends and family. Why not? Aren’t those people in need of products and services as well? How often have you been at a family function where you strike up a conversation with an invited guest, only to find that he or she needs your service? And guess what, no business cards. Yes, you could take down his or her name and number, but being ready with a business card shows that you are prepared and that you will be prepared when he or she has a problem. The moral, always carry your business cards as you never know when, or where, you will run into that perfect customer.

Welcome to Cash Cow Referrals Blog!

Welcome to the Cash Cow Referrals Blog! In an effort to assist sales professionals and small business owners increase their bottom-line, Cash Cow Referrals is blogging. The goal is to provide fresh ideas each day for those who are seeking to gain an advantage in the networking world. We at Cash Cow Referrals hope you enjoy and wish you the best of luck in your networking ventures!