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Networking Article from Networking Today Canada, Nat'l

Follow-Up or Forget It: 21 Ways To Keep In Touch and Turn Business Cards Into Gold

Author: Karen Susman

Date: Jul 2011

Following up with contacts is where networking efforts often fall short. You may be proud of the 57 business cards you cart back to your desk after a meeting or conference, but their value lives in your follow-up efforts. Before you get too busy and your contacts get dusty, here are twenty-one ways to continue to build relationships with the people represented by those 3.5 X 2 inch rectangles.

First…and this is a tip for the next time you network, build follow-up into your networking conversation. For instance, during your interaction, listen for an interest or need of your partner. When you exchange cards at the end of your visit, mention an article or resource that would match those interests or needs. Promise to send the resource to your partner. Then do it. This might be a link, an e-mail, an introduction, a book title, a resource, or an answer to a question. You're only limited by your ability to Google.

Before you follow-up and keep in touch, develop some kind of contact management system. Separate your acquired business cards and contacts into A's, B's, and C's. Start following up with A's. Enter their contact information, interests, and how you might be helpful to each other right away before you forget. Using a business card scanner that puts a contact's information and picture of her business card right into your address book saves you time.

Print off or rip out a relevant article. Send it via snail mail with a handwritten note.
Send a handwritten note mentioning what you talked about during your conversation.
If you're out of town, send a post card to your contacts.
Send post cards from your community. Post cards are always read.
Connect on LinkedIn. Put a personal message citing where you met in your invite.
Send a packet of Forget-Me-Not seeds with a note.
Send a useful tip sheet that you have created. Be sure your contact information is on it. For instance, if you have ten tips for effective proofreading or five ways to get a good airfare, send it with a personal note.
If the contact lives in your city, invite him or her to attend a meeting or event of interest or value. For example, your local university or association may have excellent lectures on business or current events.
Interview your contact for an article you're writing. You have a blog, don't you?
Send a recipe or restaurant suggestion. We all like to eat. I manage to mention my lemon bar recipe when I speak and audience members request it. It's so easy and delicious, that it draws response. Check it out. www.karensusman.com/recipes/lemonbars.htm.
Ask for advice on an article, business move, technology buy, or just about anything you're involved in. Follow-up with a thank you and a return suggestion. Let your advisor know what you decided to do.
If you offer advice or suggestions, follow-up to see how your advice is working for the person.
Notify contacts when you earn an award or certification.
When you update your business card, Web site or other collateral material, send fresh materials to your contacts.
Send a list of leadership quotes to a contact. Three to five quotes are enough. Find them at interesting sources such as www.fastcompany.com.
Make matches. Ask yourself, "Whom should this new contact meet?" Send an e-mail to both parties with how you met and why you think they should connect. Follow-up to see what happened.
Update contacts on the progress and results of referrals they have given you.
Offer to speak for your contact's company, association, or service club.
Send a small, inexpensive gift to a contact. Someone once sent me earplugs after I'd expressed hope that I could sleep on a noisy plane.
If you took pictures at an event you attended with a contact, send him copies of the photos. You can post these and direct relevant contacts to them. Use good judgment when posting photos.
Invite a contact to speak for a group you're involved in. Make sure there is a good fit between the contact's expertise and your group. Make sure your contact is a capable speaker.

This is not an inclusive list of ways to follow-up. Whatever you do, don't sell. Just connect. Remember, you're building relationships. That takes time. Follow-up or forget it.

Karen Susman is a Speaker, Trainer, Coach, and Author of 102 Top Dog Networking Secrets. Karen works with organizations that want to maximize performance. Programs include Humour at Work; Balance In Life; Networking Skills; Presentation Skills; and Building Community Involvement. Order new guidebooks on humour, networking, time management, and community involvement by calling or email Karen@KarenSusman.com. www.KarenSusman.com

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