One of the most significant mistakes we make as networkers is to not follow up.
In an effort to help cure this malaise, Relentless (with help from his colleague, Alice Dykeman), puts forth this list of six key steps in following up–so you will do it! The steps are otherwise known as the how, who, what, why when and where of followup:
- How do you do it?
- Who do I talk with? The Weeding Process
- What you hope to accomplish
- Why are you reconnecting? The Promise
- When do I do this? Timing, how soon
- Where will we meet again?
How do you do it? Remember who you talked to, make a list, have a plan. Each person you talked to at the event in question has a reason to connect with you and you with them.
Who do you talk with? Well, it is a weeding process. Prioritize each person you hope to talk with just like you would sales leads or leads from a trade show. But respond to everyone in some form.
What do you hope to accomplish? Have goals as to why you need to connect with each person. Not to say you won’t talk to some, but others get more attention because of perceived relevance to you.
Why are you reconnecting? You more than likely made The Promise: “I’ll send you that article,” or “Let’s have coffee,” or “I’ll connect you with that person.” Follow through with your promise.
When do I do this? Well, actually, now. Or more clearly stated: NOW. Timing is critical as people’s memory’s fade (and yours, too).
Where will we meet again? This, too, is critical. Face-to-face a second time is the reinforcement of your relationship. Pick a place that you both can remember and be clear on date and time.
These few steps will help you make more complete and lasting relationships and build your network in a positive way.
Relentless
