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Master The Art Of The Follow-Up

Follow-up tips from various BNI leaders for International Networking Week

Submitted by Elyse Wilson
President of the Americas

As business professionals, building relationships is at the core of what we do. It’s how we grow our network, client base, and ultimately, ourselves. As BNI members, we know foundational elements need to be in place before new acquaintances begin to trust us as credible and reliable referral partners. One of the first steps to building relationships is simple, and it’s often overlooked. If you want to build a strong and profitable network, you must first master the art of the follow-up.

Networking events are great places to meet new professionals and showcase your business, but it’s what you do afterward that sets you up for either success or failure. You’ve finally met someone in a tough industry to break into, and you had a great conversation. Now what? Don’t wait a week, or even a few days, to reach out to your new contact. While you vividly remember meeting them, they may only vaguely remember meeting you. The next day, reach out by sending a short email inviting them to grab a cup of coffee. Don’t forget to include one or two topics you discussed during your previous conversation.

Be diligent and keep your new contacts too of mind. Keep their business card in your business card holder so you don’t forget to reach back out to them. If you think one of your fellow members may be able to help them and their business, pass their card to them. They may be their dream referral. Be a master in the art of the follow-up.

International Networking Week 2017

Mahesh Mac Srinivasan

The Fortune is in the Follow-up!

Follow-up tips from various BNI leaders for International Networking Week

Submitted by Mahesh Mac Srinivasan
President, BNI Asia & Australasia

Follow-ups, more than anything, can be the capital on which your business can prosper.

Effective networking is critical to growing your business in today’s times. In addition to being a good networker, it is essential to follow up with the new contacts you make, to make your overall efforts more fruitful than what it could have been.

For example, when someone passes a referral to you, it is crucial that you connect with the referral within a 24 to 48-hour period. This enhances your credibility with both the person who gave you the referral and your potential client. Follow up generates interest and interest in your product or service and it cements your engagement.

Follow ups can be easily done via a phone call or a short email. Make sure to thank the person who has passed on the referral and update them regularly about any progress. This will further enhance their confidence in you and ensure that you stay foremost in their mind for future referrals.

When it comes to chapter growth, it is vital to follow up when new members apply. Our members are our core strength and the more members we have, the more is the potential we offer to other members. It is a win-win situation based on mutual growth and trust. So, we must make sure that we follow up on new applications, on the same day, thank the visitor for coming and to find out more about their core strengths to evaluate if we can integrate them within existing members.

A good follow-up helps deepen the relationship and trust. Most successful business owners, create a healthy business by building a large network of business associates, clients, mentors, and friends.

To summarize, following up is key to converting introductions and building sustained relationships. All it takes is communication at regular intervals on points of mutual interest to keep connections alive. You can be sure that the effort one puts in following up with contacts always pays back directly or indirectly – sometimes through straightforward contracts, at other times via a referral or a connection that might lend a helping hand in times of need.

The Fortune is in the follow-up!

International Networking Week 2017

 

Marc-William Attie

The Impact of Follow-Up in Sales and Networking

International Networking Week: Follow-up tips from various international BNI leaders

Submitted by Marc-William Attié
Directeur National, France et Belgique francophone

In order to get most of the International Networking Week, be aware of the impact of Follow-Up in Sales. Following up is a must to be in the position to succeed. This is the case in Networking, in our personal life, with our children, in managing our health, in financial management, in Business, etc…. Follow-up is one of the most important behavior to reach a high level of efficiency.
 
Follow-up and Sales
Here is an interesting statistic which proves the importance of follow-up in sales from the National Sales Executive Association:
40% of Salespeople never follow up with a prospect
25% make a second contact and stop
12% male three contacts and stop
only 10% make more than three follow-ups
and now be aware that only 2% of sales are made on the first contact
3% on the second
5% on the third
10 % on the fourth
and 80% on the firth to the twelfth contact.
What salesman do you want to be? You can easily decide.
 
Follow-up and Networking
During this International Networking Week, you will be meeting some potential future customers. I don’t recommend that you try to hard sale to the people you are going to meet. But if you want to get most of these new contacts remember that in order to create a relationship which will ease the future sales process you need to follow-up. Here are some quick tips:
1) Take note on the business card you will receive to keep track on some specific info
2) Send a personalized thank you email immediately after the event
3) Connect with those people on LinkedIn and create files in your CRM or equivalent (write a note about how you met and about what you can do for them.
4) Ask for phone and in-person meeting appointment one week later (the persons you want to reconnect with)
5) During these phone calls and in-person meetings give, ensure you give them something they can benefit from (information, connection, advise, .. remember you took note during the event).
6) Ask for help, people like to be useful.
7) Plan to have follow-up emails every 3-6 months and a call or in-person meeting every year.
Remember that follow-up is one of the most important behavior to reach a high level of efficiency. 

International Networking Week 2017

Always Carry an Umbrella

International Networking Week: Follow-up tips from various international BNI leaders

Submitted by Charlie Lawson
National Director BNI UK & Ireland

Let me tell you a story about one of the first networking events I ever went to.  It was a Chamber of Commerce meeting in Greenwich in South East London, and I remember that day because it was absolutely pouring with rain.

I thought the event had been a success.  I’d met some interesting people, and collected a bunch of business cards. Before going back to the office, I thought I’d just sit down in the car, go through the cards, and work out how best to follow up with each one.

As I left the event, I stepped into the rain.  Not having an umbrella with me, I had to run as fast as I could to my car.  Despite only being in the rain for less than a minute, I was soaked through by the time I opened my car door, such that temporarily, I completely forgot about the stack of business cards in my pocket, and absentmindedly, started the car and drove back to my office.

Half way back, cursing that I’d forgotten to look through the cards, I resolved that once I got there, I’d start my follow up then.  I put the pile of business cards on my desk, right next to the phone, ready for action.

But… then the world took over. The phone went, emails needed dealing with, people interrupted me – and suddenly, before I knew it, it was the end of the day.  What to do? I left the cards, prominently on the desk, ready to start my follow up first thing the next morning.

The next morning arrived: I looked at the pile of cards again, and thought to myself ‘I must follow up with those contacts today it’s important’.  But then whatever was urgent that day took precedence, and the cards didn’t get looked at.

A day or two later, I started to feel a bit guilty about not calling the relevant people, so I moved the cards to the special place on my desk for important matters: the top drawer.  There, forgotten about, they stayed until I cleared out my desk some months later.

So, what can we learn from this?  Well, firstly I’d like to think that I’ve learned a lot about follow up since then!   But here’s two quick tips to help you follow up better than I did:

1) Use a Memory Jogger

I don’t know about you, but I have a memory like a sieve.  Even if you’ve got a good memory, when you go to a networking event and meet 10 people, it isn’t easy to remember 10 different pieces of follow-up action. There’s a very simple solution.  When you are chatting to someone, as soon as you’ve agreed whatever follow-up is required, ask for their business card and make a brief note on it.

Incidentally, I always ask the person’s permission to write on their card.  In some cultures, this is really important and it is a habit that I’ve got into.  For most people, it is a non-issue, but for some, you can tell by the look on their face that they appreciated being asked.  It’s just a small step in the relationship building process…

2) When should follow up start?

The rain that day in Greenwich didn’t help with my follow-up, but it did teach me a valuable lesson.

I always start my follow up as soon as I leave the event I’m at.  This may be in my car before I drive away, or when I get back to the office before I switch my laptop on.  I may even find a quiet corner of the room where the event is on.

Whichever it is, just taking a quick look through the stack of business cards with notes on makes such a difference to remembering what needs to happen.

I divide the cards into two piles: one for cards needing action, and the other for those cards that have been forced upon me at the event!

Aside from ensuring you’ve always got your umbrella with you, what do you do to make sure you complete your networking follow up?

International Networking Week 2017

Andy Lopata

“C IS FOR Networking” BY ANDY LOPATA (GUEST VIDEO BLOG)

Guest Video by Andy Lopata about the A to Z’s of Networking.

This video introduces the “C’s” of Networking by Andy Lopata.

  • Courage
  • Connect
  • Confidence
  • Consistency
  • Collaborate
  • And three more…

Please watch this video to learn more about Andy’s tips. https://youtu.be/FQhDekSYIBs

By knowing why you are networking and what you want to achieve, it is possible to plan accordingly and get great, measurable results.

As a business networking strategist, Andy Lopata works with companies on how to use networking tools to develop their businesses. Networking is not just about sales. Whether for lead generation, breaking down silos internally, recruitment and retention of top staff or developing future leaders, networks and collaboration have a key role to play. Andy works with clients to help recognize that role and put the strategy and skills in place to leverage it.

shades

10 Shades of a Referral by Tiffanie Kellog

Guest Video Blog:

Tiffanie Kellog, a trainer with Asentiv and author of 4 1/2 Networking Mistakes, share the Ten shades of a referral.

The higher the shade of referral, the better the chances that you more likely to close the business for someone else.

What shade of referrals are you passing to others?
What is the lowest shade you are willing to take from someone?

Shawn Yesner and Tiffanie Kellog

Tips About Asking for Referrals by Tiffanie Kellog and Shawn Yesner

Guest Video Blog:

Tiffanie Kellog, a trainer with Asentiv and author of 4 1/2 Networking Mistakes, interviews Shawn Yesner of Yesner Law in Tampa, FL about asking for referrals.

Are you wondering why you are not getting referrals?
You need to be specific to become terrific. Just like when you order your favorite soda.

Click here to watch the video

Networking Efficiently

Tips for Networking Efficiently by Tiffanie Kellog and Matt Wilkerson (Guest Video Blog)

In this video, “Networking Efficiently”, Tiffanie Kellog, a trainer with Asentiv and author of 4 1/2 Networking Mistakes, interviews Matt Wilkerson, owner of the Verizon store in Williston, FL about how to network more effectivelyand to conduct your networking more efficiently , both by having focus, as well as working with a partner.

Please watch this guest video blog on my YouTube channel:  Ivan Misner: Networking For Success

Andy Lopata

“A is for” by Andy Lopata (Guest Video Blog)

Guest Video by Andy Lopata about the A to Z’s of Networking.

This video introduces the Seven “A’s” of Networking by Andy Lopata.

  • Asking: People need to know that they can help you
  • Authenticity: Be seen as honest to built trust
  • Attitude: Be positive and confident
  • Attention: Give others your full attention
  • Attendance: One must be present to win
  • And two more…

Please watch this video to learn more about Andy’s tips.

By knowing why you are networking and what you want to achieve, it is possible to plan accordingly and get great, measurable results.

As a business networking strategist, Andy Lopata works with companies on how to use networking tools to develop their businesses. Networking is not just about sales. Whether for lead generation, breaking down silos internally, recruitment and retention of top staff or developing future leaders, networks and collaboration have a key role to play. Andy works with clients to help recognize that role and put the strategy and skills in place to leverage it.

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