45 powerful networking follow up tips

8/13/2019 45 Powerful Networking Follow Up Tips

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NETWORKINGFOLLOW UP

45 top tips to turn your business cards

into sales and your cards into valuable

contracts and connections!

N E T W O R K I N G C H E C K L I S T # 7

by Rob Brown


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Page 2 of 8 Rob Brown 2013 www.therobbrown.com @therobbrown

WOULD YOU LIKE TO NETWORK CONFIDENTLY,

EFFECTIVELY AND STRATEGICALLY FOR PROFILE,PROFIT AND POWER?

If you do enough networking, youre going to generate both leads and

introducers to leads. But the job is only half done. You kick-started the

relationship. Youve initiated the conversation. Youve now got to nurture

the relationship, add value, make an impact, help them where possible

and make it easy for them to even buy from or refer you.

All of this is doable. Its coachable. And when you do it properly, youll

make more money, build better relationships and be more fruitful with

your networking than 99% of everyone else that is out there networking.

To help you, here are 45 of my top tips for following up your

networking, making more money from your contacts and turning your

relationships into profts!

Networking Checklist #7 - 45 Top Tips forSuccessfully Following Up Your Networking

from Rob Brown

Make suggestions.1. Suggest thing, suchas lunch, coffee, staying in touch, having aphone chat or exploring a few ideas. Whenyou make a suggestion and they say yes,

you know that they are engaged. If theydont bite then you know you got somework to do.

Follow up something in your2.conversation.A good way to beremembered is to bring them back to theconversation you are having when you weretogether. This shows them that you arelistening, paying attention and are interestedin what they have to say.

Ask a relevant question.3. People love toknow that theyve made you think. Whenyou follow-up with a question, it showsthat theyve given you something to thinkabout. It could be a question about theirproducts and services, their problems orchallenges, or simply something they saidin the conversation. Its a touch point, andthey all count to build a relationship andmake you memorable.

Send something by post.4. People love toget things in the mail. Alas, with todaysfast world of technology, an old-fashionedenvelope is rarely used. If you really want to

get someones attention, buy a stamp!

Think flow rather than start-stop.5. Youare in the business of building relationshipsover time. That means staying connectedin a consistent manner, rather than meet-stop-forget that characterises the follow-upof most networkers.

More networking follow up tips

coming up...


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Page 3 of 8 Rob Brown 2013 www.therobbrown.com

Robs Networking Checklists #7 - 45 Top Networking Follow Up Tips

to Turn Business Cards Into Sales and Valuable Connections!

Follow-up multiple times.6. Most businessesdont follow up more than once. If youincrease your follow up, youll increase yourconversions and sales.

Ask who they would like to meet.7. Try to getone name or contact that would help them.This could be a referral but not necessarily.It should be someone of value. Connectingpeople and introducing them to other goodcontacts is one of the best ways to follow up.

Ask if theyre on any social networks.8. Takingthe relationship online is a great way to buildtrust and get to know somebody. If they areactive online, find out where and how often

they use them.

Share a laugh.9. Something funny that youboth laughed at is one of the most memorablethings you can do while networking. Sharingsomething funny is a great way to cementa connection and make them rememberyou. Whether youre telling the joke or funnyanecdote, or youre laughing at theirs, the funstuff stands out!

Be sincere.10. Authenticity sells. Dont try toohard. Just be yourself. If youre connecting justto sell, people will see through you quickly.Think help rather than sell and youll get amuch better response.

Use mobile technology.11. There are manykeep in touch tools to help you managehigh numbers of contacts in a professional,organised way. A mobile phone can becomean office these days - texts, short messages,social media interactions, apps, reminders

and voicemails. Theres no excuse NOT tokeep in touch.

Jog their memory.12. Whenever youre-connect with someone, they wantto know within seconds who you areand where you know them from. This isespecially so if your follow up is a phonecall. So do everything you can to grabtheir attention in the first few seconds.

Look for an easy first yes.13. Can youpropose a low-barriernext step?Something thats low-commitment?Something thats easy for them to do?Then the bigger asks can come later.

Sell an exploratory next step.14.Sometimes when you follow up, youdont quite know how you can best helppeople. So a more general approacharound getting to know each othersbusinesses and goals is a legitimatefollow up. Once you know more abouttheir plans and problems, youll knowbetter how you can be of most use tothem. As a bonus, people will see there

will be something in it for them ratherthan having to sit through a one-sidedsales pitch.

Be consistent.15. Before you even go outnetworking, ensure your marketingcollateral (literature, websites, businesscards, brochures) are all congruent withyour stories, your expertise and yourmessages. Otherwise you risk damagingyour credibility.


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Take notes.16. At an event you might talkto more than a dozen people. Will youremember every conversation? No. Even thebest networkers cant remember everything,so jotting notes on a pad or the back of theircard is a good idea. Where and when youmet, anything useful they said, who theyknow all of this stuff needs capturing. Jotdown any promises or actions too, such assending them something or sending an

invite to something. This is all gold dustwhen it comes to a meaningful follow up.And as the weeks and months go by sothese notes become ever more valuable.

Ask permission.17. Asking permission is agood business courtesy. Do you mind ifI write on your card? Would it be okay ifI followed up with you next week? Howwould you feel if I gave you a call next weekto fix up a coffee? It always goes down well,

and once they say yes, you know youve gotbuy-in and they are interested.

Introduce people.18. This is a great wayto add value and be remembered. Youshould develop the skill of making relevantintroductions. Do this both face to face atthe event, and afterwards via email. Youllalways be remembered for expandingpeoples networks with such a gesture.

Strike quickly.19. Dont be too desperate by

sending something before they even gethome. But do move fast. Some people say

same day follow up. Some say within 72hours. There is no right answer. Just dontleave it for a week or you probably wont

get round to it. Even if you do, theyllprobably have forgotten you!

Follow up everyone.20. This one is optionaland totally up to you. But the thinkingis that even if you didnt have an in-depth conversation or see an immediateconnection, you can just say it was good tomeet them and youre here to help themif needed. Then at least they have yourcontact details if required.

Make notes on the event.21. Keeping anetworking journal on who you met andwhere is good networking practice. Youmight also want to take notes on the event,the format, what worked well and whatdidnt. It just takes five minutes, but will giveyou valuable data to hone your networkingstrategy in future.

Check your own website.22. If youre givingour your business cards, its likely people

will go on your site. This actually might betheir first action before following up withyou. So if you have a website, make sureits working well and the links are active.Its your brand, your credibility and yourreputation at stake!

Check your networking supplies.23.Replenish your stock of contact cards,note pads, resums and other networkingmaterials after each event in preparation for

your next one.


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Blend online and offline follow ups.24. Joined-up networking utilises all of the connectingtools at your disposal. Be comfortable and

competent with both to maximise the impact,speed, relevance and convenience of yourfollow up.

Customise follow-up messages.25. People aresensitive to bland spam, form emails andstandard letters. Youve got to be better thanthat. Personalisation speaks volumes thatyou were actually listening and interested inwhat someone was saying. Customise andpersonalise. It takes a little longer but its

preferable than the alternative.

Motivate your prospect.26. If you suggest acourse of action, such as a follow up call, beclear on the purpose and how it can benefityou both to do so. Say why you think it makessense to continue the conversation. Do youhave some ideas to offer, some resources

or connections? Do you see some naturalsynergies and think there may be ways towork together for mutual benefit? You maynot have something to offer until you get toknow more about their business, and thatsperfectly okay. But if you do, just know thatyoull be way ahead of the game. Sell the nextmove!

Bring your networking pen.27. A nice pen looksclassy and is perfect to write a quick note on

someones card to remind you about whatyou spoke about. Perhaps possible next steps.Consider a thicker marker pen which might

be more effective on some of the glossybusiness cards.

Bring extra business cards.28. Its commonfor people to forget their business cards, sohaving an extra one means they can writecontact details on yours and hand it back toyou. You could also use a few blank businesscards for the same purpose.

Build a resource list.29. This is a bank list ofinteresting resources, reports, articles, blog

posts, websites that you can share withpeople after your networking. They showyou care, they add value and gives you theconfidence to follow up because you can offersomething to other people.

Ask How can I help you?30. Sometimes thedirect questions work the best. And it savesguess work on how to follow up in the mostrelevant way. Everyone in business, whetheryoure at the top or the bottom, has problems

and challenges. If you can find out whatthey are, youll create an opening to stayin touch and add value to the relationship.An alternative is to find out what peoplescurrent challenges are they create greatopportunities to refer them, introduce themto someone, sell to them or share ideas withthem.

Be realistic31. . Its unlikely youll find outeverything about them and their business

needs while youre networking face to face.Thats why you need the follow up. There youwill discover for example what you have incommon, how you can help each other andwho you can connect each other to.

Even more networking follow up

tips coming up...


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Bonus coming up - 5 more great

tips to help you productively follow

up your networking and turn those

business cards into sales and

valuable connections!

Know what you want.32. Most people are alittle vague with their networking goals.

Getting more business is not really specificenough. Do you know your exact targetmarket. Ask yourself what your networkinggoals are for a particular event so you cantarget the right people.

Deliver relevant value to people.33. Valuemeans something meaningful and useful.Relevant means to them. The easiestfollow up to make, which you know will beappreciated and accepted, is where you

deliver relevant value to your network.Swap business cards.34. By this I mean dontgive yours out unless you get one back. Theircard is more important than yours becauseyoure in control. So give one to get one. Ifthey ask for yours, ask for theirs in return!

Differentiate networking opportunities.35.Not all events are about meeting people andmaking contacts. Most are, but some arebased more on professional development

and learning. Others are merely to showyour face and be seen. Others are aboutdiscussions on industry-related issues. As aresult, some events actually require little orno follow up, so differentiate what youregetting from each.

Be generous.36. What can you give or share?It could be time, effort, finances, contacts,encouragement, resources or insight. It saysin the Bible that God loves a cheerful giver.

Its the same with your networking contacts!Keep things visual.37. Use photos on yourwebsite, your business card, your literature,your online profiles. Remind them wheneveryou can what you look like so they canreinforce your name and face in their mind.Likewise, add their photo to your addressbook. Some programs come up with a photoof them automatically which is pulled fromtheir online profiles a very useful tool!

Recall key facts.38. If you can remember apersonal fact or significant business fact

about someone, it creates a hook to hangfuture conversations on. It could be thename of a pet, football team or restaurantthey like. It could be a new hire they took on,a new client they won or a place they wenton holiday. Hone your memory to createfollow up impact!

Escalate your contact.39. Anything written oronline is soft touch. Once you move ontophone, youre ramping up the contact. Faceto face is the ultimate contact. There areshades inbetween, such as voicemail andvideo emails. But you get the idea that thereis usually more investment and engagementwhen you can eyeball them.

Carry your diary or calendar.40. Sometimesyou make such a strong connection with

someone while networking that you wantto fix up a meeting right away. Thats whenhaving your diary with you is priceless. Itshows youre organised and ready! It couldbe a paper diary or calendar on your mobilephone it all works and theres nothing likestriking while the iron is hot.


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Be action-oriented.41. So many people ditherwith their follow up. But not you! Late is asgood as never, if youre going to do somethingto make your networking count, do itsooner rather than later. When you see anopportunity, take action!

Think long term.42. Networking andrelationships are long term commitments,not one night stands. Its not going to end inbusiness straight away.

Tune into their passions.43. Listen closely towhat they are passionate about and what getsthem excited. It might not be work-related,which is actually good because you can buildup more trust and empathy when talkingabout the personal, non-work stuff.

Consider old-fashioned systems.44. I knowpeople who use post-it notes, business cardboxes, 3x5 index cards, ring binder cardholders, 1-31 filing systems for every day of themonth etc. Theyre all valid. And sometimesnothing beats the feel of a real businesscard its someones life in your hands! Youdont have to be a techno-geek - if you findsomething else that works for you, use it.

Schedule follow up time.45. When you decideto go to a business related event, block outthat time in your diary and ALSO schedulean additional hour or two the following dayto follow up. This ensures your follow up isnt

crowded out. Allow longer follow up time forconferences and full day events.

The networking follow-upis a vital componentof building your business. It grows relationshipsthat will ensure your success. Following upand keeping in touch with both your new andexisting contacts is absolutely critical.

If you attend networking events, swap businesscards and have good conversations withinteresting people but dont follow up, all youvedone is net-eat and net-drink, not net-work. Thisis not great for enhancing your personal brandand growing your business.

If you go to event after event collecting business

cards but never taking the relationship beyondthat, why waste time going at all?

While not everyone you meet will be agood candidate for an extended follow upconversation, dont let those promisingprospects and contacts pass through yourfingers. If you dont follow up, its like you werenever there!

Find out how to get more

networking tips to help you be more

visible, valuable and connected...


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B U S I N E S S N E T W O R K I N G9REFERRAL GENERATION9REPUTATION BUIL DING9L I K E A B I L I T Y & T R U S T9CAREER ACCELERATION9COMMUNICATION & IN FLUENCE9PERSON AL IMPACT & GRAVITAS9C O M P E L L I N G W O R D O F M O U T H 9CORPORATE EXECUTIVE PRESENCE9

Coaching, trainingand motivational talks

to make you moreVISIBLE, VALUABLE and

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If you want to invest more in your networkingand master the follow up/keep in touch aspect ofnetworking, here is the best resource for you. TheSuccessfulNetworking Follow Up Guide. Its intwo volumes, and gives you:

The Importance of Following Up Your Networking9

The Right Networking Follow Up Mindset9 10 Powerful Networking Objectives97 Strategic Objectives for Your Networking9Conversations13 Good Buying Signals in Networking Situations99 Things to Look For In Your Networking9Conversation13 People You Should Follow Up After Networking96 People You Should Not Follow Up After Networking912 Great Channels of Communication to Follow Up917 Powerful Reasons Why You Should Follow Up 169

Things That Will Stop Your Networking Follow Up12 Factors that Will Affect Your Networking Follow Up911 Ways to Get Organised for Following Up915 Great Things to Follow Up With After an Event96 Great Online Networking Follow Up Tips9

10 Crucial Steps to Position Your Follow Up96 Clever Networking Tips and Scripts to Get9Someones Business Card

16 Killer Scripts to Win Permission to Follow Up9

19 Immediate Post-Event Follow Up Tips910 Great Subject Lines for Your Follow Up Email910 Great Things to Put Into a Networking Follow9Up Letter or Email43 Powerful Phrases for a Follow Up Email94 Vital Phases of the Networking Follow Up Call924 Critical Things to Do Before the Follow Up Call912 Brilliant Follow Up Scripts to Get a Meeting918 Top Tips for a Successful Follow Up Call98 Important Things to Do After Your Follow Up Call910 Things NOT To Do When Following Up97 Top Ways to Be Persistent with Your Follow Up95 Really Effective Follow Up Contact Strategies913 Top Tips for a Productive Follow Up Meeting914 Top Tips to Keep In Touch After Your9Networking Follow Up10 Important Things Your Networking Contacts9Can Help You With

Just email me about it and Ill point you inthe right direction. Remember all of this stuffis coachable. You CAN and SHOULD be morelikeable, no matter how popular you already are.

Want some coaching on networking, sellingyourself, raising your profile or winning morebusiness? Id be happy to give you some greatideas to help you master this stuff to winmore referrals, create more career or businessopportunities, open more doors and close moresales through networking.

I hope these 45 networking follow up tips havebeen helpful for you. Let me know what youthink. My best to you and happy selling, leading

and networking!

45 powerful networking follow up tips

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