What’s Your Excuse for Not Following Up?

What’s your excuse for not following up with new contacts after networking events?  It doesn’t really matter what your answer is because I’m here to tell you that the correct answer to the above question from this point on is: There is no excuse for not following up, so I don’t have one.

We all know that networking without follow up can equal a big waste of time.  However, many networkers still find every excuse under the sun not to follow up and the most common reasons they use are either that they’re not sure how to appropriately follow up or they don’t have time.  As promised in Monday’s blog entry, today I’m going to give you two free follow up note templates (these will work whether you’re using e-mail or mailing a hand-written note) that will make it a no-brainer for you to follow up with new contacts.  No more excuses!

Follow up Template for “B list” contacts (those who may become valuable contacts in the future but not right away):

Jim–

My name is John Smith, and I’m the consultant who met you the other day over at the chamber.  I just wanted to say that I really enjoyed our conversation–and it sounds like you’re really doing well and staying busy.

Anyway, it was good talking to you, and if I can help you out in any way, please let me know.

John

Follow up Template for “A list” contacts (those who might become new clients or referral partners right now):

If using e-mail, use this subject line: Nice to Meet You–Chamber Event (1/23)

Jim–

My name is Jane Smith, and I’m the consultant who met you the other day at the chamber event.  I just wanted to say I really enjoyed our conversation and was hoping I could learn a little bit more about what you do.

I’m thinking we can get together for a quick cup of coffee.  That way, if I run into someone who could use your services, I can point him in your direction.  How does next Tuesday morning sound for something over at Starbucks?

Again, great talking to you, and if I can help your business in any way, please let me know.

Jane

Using these follow up note templates provide you with a great base for building relationships with the new contacts you make at networking events.  One more quick tip: Regardless of whether you choose to use these templates when writing follow up notes, always be sure to first remind the person of who you are and where you met so your note doesn’t get instantly discarded.

Sorting Out Who’s Who

So, let’s say you’ve just returned from a networking event where you met a lot of new people and now you have a pocketful of business cards that you’re not sure what to do with.  What’s your first order of business?  Your first order of business is to sort out who’s who.

You need to separate the people you think might become new clients or referral partners right now from the ones who might be valuable contacts sometime in the future but not right away.  Let’s call the first group your A list, the rest your B list.  (Sounds kind of Hollywood, doesn’t it? :))  When you enter them into your contact database, labeling each contact as part of group “A” or “B” would be good to include (along with type of business, address, phone number, event where you met, etc.).

Now that you’ve got your contacts filed away neatly, take a look first at your B list. You want these folks to know you enjoyed meeting them, and you want to keep the door open for doing business with them later on if a good opportunity arises.  You can do this with a quick note by either e-mail or snail mail.* If you find you need to reconnect with one of these people at a later time, you’ll at least have some traction in the relationship simply because you followed up with a quick e-mail.

Now, what about your A list? These are people who have immediate potential as referral partners.  You need to follow up with them quickly–within a few days, before you drop off their radars.  First, initiate a “coffee connection” with each of your new contacts, a follow-up meeting where you can get to know her and find out how you can help her.  Anything short of trying to find ways to help her will generally be treated as a sales call instead of a relationship-building contact.  To ask for this first meeting, either a handwritten note or an e-mail is acceptable.*

At this point, you may be asking, “What about the people I meet who aren’t potential clients and aren’t in a field that can refer business to me?  Should I follow up with them anyway?” Absolutely!  You never know whom other people know; even a quick little “Nice to meet you” e-mail is better than not doing anything at all and hoping these people remember you later when you discover a need to do business with one of them.

Now that you know how to sort out who’s who, be sure to do this each and every time with the business cards you gather in your daily networking activities and, I guarantee you, you will start to see greater results from your networking efforts.

*Come back on Thursday to read a blog entry with specific examples of what your follow up notes to group A contacts and group B contacts should say–I’ll give you two free follow-up note templates so you’ll have no excuses for not following up with your new contacts.  Trust me, following up couldn’t be any easier than this!


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