I attend several networking events, sometimes two or three a week. I must admit there are times when I question why I am attending these events. They are time consuming and at times exhausting. But when I look back at how my promotional products business has grown over the past 21 years, I know that networking has been a huge part of my success.
In this post I want to share with you the follow up system that I use along with a success case study. As the title of this post states, I will be covering follow up steps “after” a networking event – as I write this the wheels are spinning on a future post on what I do at these events that lead to this post – I know, I know…insert cart before the horse sarcasm here.
These steps are pretty simple; the hardest part will be actually taking the time to do them. So let’s get to it – if the Networking Event has been successful you should have talked with no less then a dozen people, old acquaintances and most importantly new prospects. You will have collected several business cards and put any conversation nuggets on the backs of them. A conversation nugget is something that is important to the person you spoke with, i.e. their kids names, events, pets, hobbies etc. that you can use down the road to stimulate future conversation.
You first action should be to input the contact information for every card you collected into some type of contact manager (I use Send Out Cards). Do NOT plug them into your auto-responder – let them opt-in on their own. This happens to me all the time, for some reason when you met and converse with some people at a networking event they think you want to receive their information – so don’t add them unless they actually ask.
For the acquaintances you have met in the past – jump on Facebook or your preferred social media platform and drop them a quick note, nice to see you again, blah blah blah. While you are there search for each person you have collected a card from and drop them a friend request with a note stating it was great to meet you at the networking event, hope we can connect here and continue our networking efforts.
Next you will want to send them a “Nice to Meet” you greeting card. Why? Well out of sight is out of mind in the business world so make sure you keep the memory of your meeting and discussion fresh in the minds of the new business contacts you’ve made. I guarantee you that the recipient of your greeting card spoke to no less then 12 people at the event and will not remember any of them. They will remember you for sending that simple little greeting card.
You can’t stop there…
Setting up a greeting card and postcard campaign is your next step – as little as 4 touches over the next year is vital to building TOMA (Top of Mind Awareness) with your new prospects. These touches should not be sales pitches, they should be friendly, informative and motivating – nothing more. Throughout this campaign you should set up a reminder to just call to say hey or how are you. The prospect will be blown away that you called and didn’t try to sell them something. Build a relationship first and the business will come – sometimes it will take time, but it will come.
A Personal Success Story
I just closed a deal that was two years in the making with a very brief one time face to face conversation at a networking event, 4 greeting cards and 2 post cards – That’s It! I can’t say I took my own advice and called this person over the past two years – but the card campaign kept me in front of this person. I met him at a Chamber of Commerce Networking Event two years ago and after we closed the order, I asked what was it that made you call me and give me your business. He said and I quote, “Tim, you never pressured me or made me want to avoid you at the events we crossed paths at – but the really kicker was those cards you keep sending me – I still have that funny bathroom one on my desk”.
Simple yes, but very effective – put a follow up plan into action and your business will grow without question.
To you success!
Tim Somers
Send Out Cards – Distributor
Contact Me Here
Tim,
The idea of putting personal information on the back of a business card is a really cool idea. Thanks for that awesome tip!
.-= Darlene Davis´s last blog ..Listed Number One =-.
Tim,
I like your ideas about following through on connections that you meet. Great way to let them know you care about them. Wonderful ideas,
Val
.-= Val Wilcox´s last blog ..Clarify the Right Relationship with Yourself =-.
Darleen, Thank you, I’ve been doing that for years – otherwise, I’d forget
Thank you for the kind words Val!
Hi Tim! Followups are so very important! I’ve read many stories like yours where the followup was what got the client to call and do business. Thanks for your great article!
Lori
.-= Lori Tisot´s last blog ..Is Your Twitter Account Protected? =-.
Thank you Lori – as they say “the fortune is in the follow up” Thanks for stopping by.
.-= Tim Somers´s last blog ..Email Marketing By Zip Code Latest eBlast =-.
This is one of the reasons it is important to attend events. You get to meet so many people that you would not have otherwise meet. Your tip about making sure to connect with several people is what it is all about. Some people show up and as soon as the meeting is over they leave with out connecting with others at the meeting.
.-= Facebooking´s last blog ..F.O.R.M: A Powerful Prospecting Method That Works =-.
Tim,
Thank you for sharing the Story of the Chamber Of Commerce. Followup is the Key. Simply using Drip Marketing! Love It
Bill
.-= Bill Hartman´s last blog ..Will the IPad Help You With Social Media =-.
Thanks for stopping by Bill – Drip Marketing is powerful.
.-= Tim Somers´s last blog ..Email Marketing By Zip Code Latest eBlast =-.
Good stuff Tim. SOC really gives us the tools don’t they. We should skype some time.
.-= Nelson´s last blog ..“Top Cat Club” =-.
Very informative post. I have a different perspective about drop cards! Thanks!
Hi Tim,
Great post my friend. Full of amazing value.
This stuff is worth millions of dollars to the one who can take it and implement it in their business. I have used this before with cards and had great success.
Thanks for sharing with us ..
Make it a great day!
God Bless,
-ed
.-= Edward´s last blog ..The DREAM Project Begins =-.
Tim, So many good suggestions for follow up. I love your idea of putting personal info on the card. I usually just put the date and where I met the person. I will add more now. But then I rarely followup. I also like your suggetion to immediately reach out to them on Facebook.
Also, I agree that it is really annoying when I meet someone – it just happened recently – and next thing I am receiving an offer to buy something, or receiving a form email to check their blog. It feels like a boundary violation.
@Edward – glad to hear of your success with this technique – thank you.
@Dr. Erica Goodstotne – Adding that personal touch is priceless – mentioning something about their kid or dog that you picked up from a previous meeting will give you that slight edge in building a relationship that will lead to business. It is amazing how many people will start slamming you with their info – huge turn off. Thanks for stopping by.
.-= Tim Somers´s last blog ..Email Marketing By Zip Code Latest eBlast =-.
Tim
Wow now I know what I have been doing wrong all these years at network meetings. You have lots of tips that I can use here. Any tips on how to get over the first time meeting people fear. I am fine when I know them but unless I am feeling really sociable find it hard to just bounce up and say hi to a compete stranger.
.-= belinda cunningham´s last blog ..Tribe Content Syndication – what is it? =-.
Hey Belinda,
The first time meeting is the most difficult. I usually strike up the conversation and just ask about them…chances are they are feeling the same anxiety that you are – but start asking them questions and you will be amazed at how good you will get at it and it will come very naturally after you get a few under your belt – go get ‘em Belinda you can do it!
.-= Tim Somers´s last blog ..A Follow Up System To Use After A Networking Event =-.
Hey Nelson – thanks. Would love to skype sometime soon.
.-= Tim Somers´s last blog ..A Follow Up System To Use After A Networking Event =-.
Hey Tim,
Thanks for these great suggestions for following up! As you say, the fortune is in the follow-up! Have always felt that the softly, softly approach is much better than the full-on approach!
Will be using your ideas, thanks.
Sue
.-= Sue Collier´s last blog ..Network Marketing Has Changed! =-.
Sue, thank you for stopping by and for your kind words. Tim
.-= Tim Somers´s last blog ..A Follow Up System To Use After A Networking Event =-.
Tim, those are great suggestions. You can definitely set yourself apart by keeping the relationship fresh through messages. And 4 times a year is enough to remind them of the connection and not too much to become a nuisance.
.-= Karin´s last blog ..3 Weeks to unlimited traffic from keywords – 2 Finding profit pulling keywords =-.
Thanks for a great post, Tim. I’ll be better prepared next time I meet with anyone!
.-= Teresa Ivory´s last blog ..Success Stories- Danielle Zack =-.
Tim,
Personalizing your marketing is a great idea. One that should expand through out all your business. We all want to work with the “person” not so much the company, product or brand we tend to attach ourselves with.
Your cards are a great example of add you personally into your business. Great job!
Mike Sweeney
.-= Mike Sweeney´s last blog ..Get Personal With Your Twitter Followers If You Want To Make Money On Twitter =-.
More Awesome Stuff, Tim. I’m going to get “right on” these suggestions, and ya know what, feel free to hit me up on facebook about the SendOutCards program. You have a lot of value to offer and I appreciate it all. Its good to know you and I look forward to further networking.
.-= Curt Bizelli´s last blog ..Sam Rosen and Other Thought Leaders on “Digital Influence” 60 Ways to Increase Your Influence Online ! =-.