The Biggest Key in Networking is Follow Up— Make Sure You Do It!

If you meet someone at a networking event, make sure you follow up.  So many people go to an event only to take a stack of business cards and pile them in a drawer or on their desk. The biggest key in making networking successful for you is following up.  Make sure you do so.

Create a follow up process that supports what you say about yourself in elevator pitch.  And, follow up with people in the way that they ask to be communicated with.  For example, make sure you have note cards matching your brand identity, a signature in your email, and a phone message scripted out… all with the same wording so that your brand is seamless.

Also, create your own system that works best for your style and schedule… especially when you’re not sure how someone would prefer to be contacted. I personally follow up with people with hand-written notes. If I see something that they might find of interest, I send it to them.  And, I take a day every few months to go through my contact list and just check in with people that I haven’t talked to in a while.  Doing this also ensures that I’m keeping my database updated.  Many people move around and change positions.  They key is you must be genuine in all that you do.  And, follow up in a way that supports who you are and what you offer.

It can take weeks, months, or even years to sell someone.  This is tough when we live in a society of instant gratification.  When that person or company has a need, you will be top of mind because you continued to follow up.  Or, if they don’t have a need, they may become one of your raving fans that will recommend you in a heartbeat.  You also need great contacts that can make recommendations to you when you have a product or service that you need.

If nothing else, he or she can become a great friend that provides invaluable feedback.  Embrace a relationship for what it is meant to be and nurture it.  You never know when the opportunity will come up for you to work with that person closely.  Having that relationship in place ahead of time will go a long way.

Create a ‘Meet and Greet’ Mindset for Networking Success

To be successful at networking, you need to ensure you’re in the right mindset first.  There are a few simple steps that you can follow when attending events to harvest the rewards of networking.

An Attitude of Giving

You must have an attitude of giving first.  If you approach potential contacts at networking meetings with the clear intent of collecting business cards and simply adding to your list you will not establish the rapport and relationships necessary to succeed. We’ve all encountered ‘card collectors’ and can spot them a mile away.  They rush up, shake your hand, tell you what they do, and give you a business card. Even though they ask what you do, it’s obvious they are looking over your shoulder for their next victim while you’re talking.

Engage in Meaningful Conversation

It’s much better to go into a room and have a couple meaningful conversations than to shake a thousand hands and not remember a thing about anyone afterwards.  Draw more out of your new contacts by asking them open-ended questions that start with words like ‘How…?’

Focus on The Other Person

Take the spotlight off yourself.  Listen and ask questions that will help you get to know people on a much deeper level.  Give your elevator pitch when asked.   Everyone has something interesting about them and sometimes you may need to dig for that.  You’ll get into the offices of CEO’s that stellar sales people can’t- simply because you truly want to know the realities of their situation.  Take the time to get to know them as a person instead of looking for what you can get out of them or sell to them.

We do business with companies and people that we know, like, and trust.  It is your responsibility from the first impression on to demonstrate that you are worth knowing, liking, and trusting.  If you follow these few simple mindset steps, you’ll be on your way to networking success!  (And, always remember your business cards when you go).

Create An Outstanding Elevator Pitch

Everyone has been told that they need to have a great elevator pitch, but how many of us really do? It is worth the time to sit down and develop one- and practice it. You never know when that once in a lifetime opportunity will happen so you want to be ready to knock someone’s socks off.

To create a great elevator pitch, ask yourself the following questions.

− What affect do you have on those that you have relationships with?
This is not about offering a product or a service. It’s about how you really have impact for those that you serve. Be honest. And, don’t be too modest. You bring a lot to the table. Otherwise, you wouldn’t be successful. Create a list and figure out the top things that make you outstanding.

− How do you accomplish goals for those that you serve?
List the unique attributes for yourself or your organization that make clients want to do business with you over and over again. Put yourself in your customer’s shoes and figure out the most important reasons why they choose you over someone else.

− In what way does that change the life of the person or company that you serve?
Clients need to feel appreciated, confident, and secure in their business decisions. Decide what you or your company does that helps them feel this way.

Take all this information and create an elevator pitch. Make it short so that you can say it within thirty to sixty seconds. And, write it in a way that makes them want more. Following is an example elevator pitch created for LOI International.

We are the ultimate marketing “relationshippers” for visionary companies that love to play “what if” while maintaining a laser-focus on maximizing their potential. We do that not only by planning and implementing traditional communications efforts, but by also creating original ways of connecting clients with the different personalities and resources they need to reach. What that means for you is an assurance that your marketing is aligned with your revenue potential in a way that spurs contagious success. I would love the opportunity to provide you with more information. Would you prefer a phone call or email?

Your Database Is Your Goldmine— Take Care Of It!

A lot of people go to a networking meeting, trade show, or conference only to return with a big stack of business cards that they either throw away, put in a drawer, or keep as a ever-growing pile on their desk. What they don’t realize is that there’s gold in those cards. One of the most important things you can do for yourself and/or your business is to create and maintain a database. Contacts are one of your most important assets because they can become clients or can recommend products or services, as you need them. Take easy steps toward mining the gold that is your database.

Categorize
Think about your business and contacts. Decide what categories you should establish. This will help when you do a marketing campaign that is suited for one specific part of your business. For example, a pet retailer may categorize by pet clothing, bedding, or accessories.

Software
Choose software that’s best for where you are with your business. For some, a simple spreadsheet will do while others will require ACT or other specific software.

Add to it- often
As tempting as it may be to pile those business cards up in a stack on your desk, resist. Within a week or two of making new contacts, make sure they are entered into the contact database.

Keep it maintained
Your database is seriously compromised the more out-of-date that it becomes. Make sure you schedule a regular time to do or have all your database updates done. This process can be made simple by keeping a file folder marked “Database Updates” handy. As mail, emails, or remove requests are made, put them in the file to be handled all at once.

Back it up
At least once a month back up your contact database. This can be done with a back-up drive or by using an online back up service like www.mozy.com.

Following these recommendations will ensure you are creating and maintaining a solid database— a smart investment of your time and resources.

Cast Your Net And Work On Those Relationships by Creating a Networking Strategy

Connections are one of your most valuable assets. The single most important thing you have is your contact database. Having a great rolodex of people to call on- not only as clients, but as resources is a true blessing. Knowing people that can provide the right answers and connections at the right time saves a lot of time and money. With limited time, you need to have a strategy for networking success.

One of the most important things in making contacts through networking is to decide on what networking events to attend. It is simply impossible to attend everything that you receive an invitation for. Base your decision on quality- not quantity. While some events will have hundreds of people, you need to ask yourself, “Are these the people that I need to meet to achieve my personal and/or professional goals.” In some cases, it is well worth your time to go to an event with the goal of meeting one specific person in mind that you feel compelled to know.

Here is an exercise you should do regularly. Look at your schedule for the year and determine the industry events that you need to budget for and attend. On a local level, there are tons of organizations with monthly meetings that have opportunities for networking. Look at those a few months in advance or as they come up. Anytime you think about your goals, assess who you need as a contact to achieve that goal and figure out a way to meet those people. Having a large network can help you get into doors more quickly because people will be more open to meeting someone that has been referred to them vs. someone that is cold calling.

If you have an event that you’re on the fence about, ask yourself the following questions:

• Is this something I want to do or should do? (Women’s intuition goes a long way here).
• Is going to this event taking me closer to a goal or objective?
• Is going to this event in alignment with my personal/professional strategy?

If you can get through all of these questions with a ‘yes,’ find a way to take advantage of the opportunity as long as it won’t require a huge sacrifice on your part that could make you resentful for attending. Sacrifice isn’t always about money. It can also be about missing vacation or time with family. Always consider that.

If you master this process when approaching meetings or events, you will be well on your way to making quality contacts that can either turn into client or help you immensely when you need a referral for a product or service.