Networking Power Tips: Follow up – The Complete Recipe

3:38 pm building relationships, Building trust, business-building, Business-building, follow up, Uncategorized

The majority of entrepreneurs and business readily admit that they don’t follow up. In fact, surveys have confirmed up to 90% of people don’t follow up after a networking interaction. Yet, without following up, the spark created by the conversation will wither and die. There are three key components to a pro-active approach in following up and each has a contribution to make to overall success.

1. Preparing for Follow Up Success.  In order to gain maximum return of your follow up strategy, it is possible and necessary for you to prepare some areas of your upcoming networking interaction. This will make it easier for you to manage and lead the relationship-building process. Review these tactics to ensure you are properly prepared for following up.
Prepare your attitude. Appreciating that others want to meet positive, enthusiastic people is a key ingredient to follow up success. Develop and maintain a positive attitude about meeting others. Be sincere about finding out more about them and actively pursue how you can be of service to them.
Clarify your focus. Continually clarify your focus about who you want to meet and how you can bring them value. This will be extremely helpful in knowing who to follow up with. It will also be useful in allowing others to be helpful to you in more ways.
Practice your communication. You can facilitate follow up by preparing and practicing different parts of a conversation. Have an effective positioning statement and review three questions you can ask others to stimulate conversation and immediately begin building the relationship.

2. Maximizing an Initial Contact. Every person you meet has the potential to help you. Your mission is to discover how, even if this is not always obvious during an initial conversation. It may be necessary to create the opportunity to meet again. Check the following techniques and see how you can create more follow up during your initial communication with others.
Have a follow-up plan. Presume from your first moment of contact that you will want to follow up with this person. As your conversation continues and a need or issue arises, you can use a piece of information gathered earlier in the discussion to create a follow up contact. Look for common issues: Many times a networking discussion will uncover issues or interests that are common to both parties. This is an excellent reason to suggest a follow up meeting to explore the topic in more depth.
Expand a point of view. We all have a point of view, especially on topics that are important to us. Discovering what your conversation partner feels strongly about will perhaps allow you to suggest a follow up meeting to find out even more.
Enjoyable conversation. Sometimes we meet others and there is a strong connection. Compatible personalities often develop a powerful synergy. When you feel this synergy, suggest a follow up meeting. No other reason is necessary.
Interest in product/service. We are all consumers. As the discussion progresses, you may develop an interest in the other person’s product or service. When this happens, a follow up meeting becomes a natural extension to the networking conversation.
Specific information. Every conversation contains opportunities to help others. You will often find that you may have information that can be helpful. Sharing this information or suggesting a follow up contact to pass it on are excellent strategies to meet again.
Offer help. Nothing has more impact than a concrete action. Watch and listen for the other person’s pain and passion. Then find a way to offer help in either area. Simply offering is powerful but actually contributing to others will almost guarantee a follow up contact.

3. Managing On-Going Contact. A follow up contact creates an excellent opportunity. It confirms that the other person has perceived a value in your initial contact, and sees a benefit to meeting or communicating with you again. This is the step in the relationship process that is mishandled by most sales and business professionals. When you create, or are offered a follow up contact, use the strategies listed below to make sure you maximize all the benefits possible from a pro-active approach.
Genuine appreciation. One of the most powerful ways to maximize a follow up contact is to demonstrate your sincere appreciation for the opportunity being offered by the other person. Too often we take for granted the precious gift of another person’s time. Make it a point to acknowledge how much you appreciate their investment.
First of many steps. Relationships take time to develop and nurture. They require an investment of time, effort and energy. This normally happens over an extended period of time. By seeing your current contact as part of an on-going process you will resist the temptation to push yourself onto the other person.
Sincere curiosity. There is nothing more flattering than someone who is sincerely curious. Actively demonstrating that you are interested in the other person is one of the most effective ways to build trust and solidify a relationship.
Outward focus. Many people mistakenly try to use follow up as an opportunity to find more ways to convince others about their product or service. Follow up is an active part of relationship-building. Make this step a meaningful component by becoming a better listener and asking more questions.
Value. Use every conversation to discover new areas of value, for both yourself and the other person. Once you have discovered an area of need or a source of concern, you have created an opportunity to bring value. Find a way to help them solve a specific problem or achieve particular objective. This is where you can demonstrate the difference in your character and make the relationship even stronger.
Next contact. Each meeting or communication with a contact is a precious and powerful vehicle. As you dialogue with others, evaluate the conversations to elicit information, needs and issues. You will discover that others will want to meet with you again. Use each contact as a stepping-stone to the next phase in the relationship process.

These three components work together to stimulate and support the relationship process. When they are done sequentially and concurrently they build trust, establish value and set the foundation for mutual contribution; the ultimate reward of this investment. Which of these areas do you need to improve in the 30 days to accelerate your networking results?


Michael Hughes is known as North Amerrica’s Networking Guru. To find out more about him and receive a complimentary copy of his ebook “Managing The Networking Experience”, visit his web site at www.NetworkingForResults.com.

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