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“From a Spark May Burst a Mighty Flame” (Dante)

There is really no point in attending a networking event if you are not prepared, don’t have the time or aren’t willing to do the follow up. Attending the event is the spark to light what can grow to be a mighty flame, but only when you add the fuel of your follow up.

As a business coach I know first hand that hundreds of lonely business cards sit abandoned in Ziploc bags allvar link = document.getElementById(‘link2736');link.onclick = function(){document.location = link.getAttribute(‘href');} across this country. They were collected with good intentions, exchanged over powerful conversations, traded with the hopes of one day doing business, but alas they died at the follow up stage.

Now don’t get me wrong, I am not advocating for a cheesy follow up email to every single person you connect with at an event, since let’s face it, not everyone you meet will be a fit to continue the conversation. However, for those that you do want to build further rapport with – get to your computer the day after the event and get that follow up note sent off!

  • Suggest the next step, a coffee meeting, inviting them to be your guest at another event, or to attend a seminar/webinar etc. that you are putting on.
  • Choose an authentic and natural place and time for you to reconnect.
  • Be clear and transparent about why you want to see them again, there’s no need to slow play or beat around the bush – we’re not dating – we’re curiously exploring potential business opportunities and if they’re not in to it, better to know right away. (Saves you time, and time IS money!)

To ensure the business cards you collect don’t end up in the Ziploc graveyard, I’d recommend that you schedule time in your calendar to complete your follow up first thing the next morning following an event. Make this just as important as any other business activity you do.

In addition, I suggest you track your progress by way of a sales funnel, CRM system or simple spreadsheet. It’s important for you to measure your business development activities and know for sure what networking groups are indeed good watervar link = document.getElementById(‘link2736');link.onclick = function(){document.location = link.getAttribute(‘href');} ing holes for you and your business. If you’ve been attending events with a certain group for over a year and haven’t seen any connections convert to clients (assuming you’re pitching your services in a way that is communicating benefit and value) it’s time for you to check out another group. Networking is no different than running an ad in a newspaper – you need займ на карту мгновенно круглосуточно без отказа 1000 рублейvar link = document.getElementById(‘link2736');link.onclick = function(){document.location = link.getAttribute(‘href');} to see a return on your investment (ROI).

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4 Responses to “From a Spark May Burst a Mighty Flame” (Dante)

  1. Reg Neufeld - FollowUp Guy July 3, 2011 at 1:51 pm #

    Hello Heather,
    My friend Bevan thought I might be interested in your blog post on networking, and so passed it along. He was right. The points you make are bang on. Excellent, practical, common sense advice that’s much needed in today’s world of networking. Thanks for sharing.
    Reg Neufeld – FollowUp Guy

  2. Heather July 4, 2011 at 9:26 am #

    Hey Reg!! Thanks so much for your comment. Networking should be the most enjoyable time for business professionals. It’s when you get to explore new opportunities and relationships. It just pains me to see people go through the first step and forget about the importance of following it up. Judging from your title – you agree:)

  3. Natasha July 4, 2011 at 8:19 pm #

    Great post Heather! I see this all the time in my business too – great follow up is such a powerful skill once you know what you’re doing. I got some new tips, thank you!

  4. Heather July 5, 2011 at 7:19 am #

    Thanks Natasha!! I know your follow up style and you are a ROCK STAR in this department:)

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