NETWORKING CHECKLIST #7

NETWORKING FOLLOW UP
45 top tips to turn your business cards into sales and your cards into valuable contracts and connections!

by Rob Brown

Successfully Following Up Your Networking from Rob Brown

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 profits!
1. Make suggestions. Suggest thing, such as lunch, coffee, staying in touch, having a phone chat or exploring a few ideas. When you make a suggestion and they say yes, you know that they are engaged. If they dont bite then you know you got some work to do. 2. Follow up something in your conversation. A good way to be remembered is to bring them back to the conversation you are having when you were together. This shows them that you are listening, paying attention and are interested in what they have to say. 3. Ask a relevant question. People love to know that theyve made you think. When you follow-up with a question, it shows that theyve given you something to think about. It could be a question about their products and services, their problems or challenges, or simply something they said in the conversation. Its a touch point, and they all count to build a relationship and make you memorable. 4. Send something by post. People love to get things in the mail. Alas, with todays fast world of technology, an old-fashioned envelope is rarely used. If you really want to get someones attention, buy a stamp! 5. Think flow rather than start-stop. You are in the business of building relationships over time. That means staying connected in a consistent manner, rather than meetstop-forget that characterises the follow-up of most networkers.
More networking follow up tips coming up...

Networking Checklist #7 - 45 Top Tips for

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Rob Brown 2013

www.therobbrown.com

@therobbrown

Robs Networking Checklists #7 - 45 Top Networking Follow Up Tips to Turn Business Cards Into Sales and Valuable Connections!

6. Follow-up multiple times. Most businesses dont follow up more than once. If you increase your follow up, youll increase your conversions and sales. 7. Ask who they would like to meet. Try to get one name or contact that would help them. This could be a referral but not necessarily. It should be someone of value. Connecting people and introducing them to other good contacts is one of the best ways to follow up. 8. Ask if theyre on any social networks. Taking the relationship online is a great way to build trust and get to know somebody. If they are active online, find out where and how often they use them. 9. Share a laugh. Something funny that you both laughed at is one of the most memorable things you can do while networking. Sharing something funny is a great way to cement a connection and make them remember you. Whether youre telling the joke or funny anecdote, or youre laughing at theirs, the fun stuff stands out! 10. Be sincere. Authenticity sells. Dont try too hard. Just be yourself. If youre connecting just to sell, people will see through you quickly. Think help rather than sell and youll get a much better response. 11. Use mobile technology. There are many keep in touch tools to help you manage high numbers of contacts in a professional, organised way. A mobile phone can become an office these days - texts, short messages, social media interactions, apps, reminders

and voicemails. Theres no excuse NOT to keep in touch. 12. Jog their memory. Whenever you re-connect with someone, they want to know within seconds who you are and where you know them from. This is especially so if your follow up is a phone call. So do everything you can to grab their attention in the first few seconds. 13. Look for an easy first yes. Can you propose a low-barrier next step? Something thats low-commitment? Something thats easy for them to do? Then the bigger asks can come later. 14. Sell an exploratory next step. Sometimes when you follow up, you dont quite know how you can best help people. So a more general approach around getting to know each others businesses and goals is a legitimate follow up. Once you know more about their plans and problems, youll know better how you can be of most use to them. As a bonus, people will see there will be something in it for them rather than having to sit through a one-sided sales pitch. 15. Be consistent. Before you even go out networking, ensure your marketing collateral (literature, websites, business cards, brochures) are all congruent with your stories, your expertise and your messages. Otherwise you risk damaging your credibility.

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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!
same day follow up. Some say within 72 hours. There is no right answer. Just dont leave it for a week or you probably wont get round to it. Even if you do, theyll probably have forgotten you! 20. Follow up everyone. This one is optional and totally up to you. But the thinking is that even if you didnt have an indepth conversation or see an immediate connection, you can just say it was good to meet them and youre here to help them if needed. Then at least they have your contact details if required.

16. Take notes. At an event you might talk to more than a dozen people. Will you remember every conversation? No. Even the best networkers cant remember everything, so jotting notes on a pad or the back of their card is a good idea. Where and when you met, anything useful they said, who they know all of this stuff needs capturing. Jot down any promises or actions too, such as sending them something or sending an invite to something. This is all gold dust when it comes to a meaningful follow up. And as the weeks and months go by so these notes become ever more valuable. 17. Ask permission. Asking permission is a good business courtesy. Do you mind if I write on your card? Would it be okay if I followed up with you next week? How would you feel if I gave you a call next week to fix up a coffee? It always goes down well, and once they say yes, you know youve got buy-in and they are interested. 18. Introduce people. This is a great way to add value and be remembered. You should develop the skill of making relevant introductions. Do this both face to face at the event, and afterwards via email. Youll always be remembered for expanding peoples networks with such a gesture. 19. Strike quickly. Dont be too desperate by sending something before they even get home. But do move fast. Some people say
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21. Make notes on the event. Keeping a networking journal on who you met and where is good networking practice. You might also want to take notes on the event, the format, what worked well and what didnt. It just takes five minutes, but will give you valuable data to hone your networking strategy in future. 22. Check your own website. If youre giving our your business cards, its likely people will go on your site. This actually might be their first action before following up with you. So if you have a website, make sure its working well and the links are active. Its your brand, your credibility and your reputation at stake! 23. Check your networking supplies. Replenish your stock of contact cards, note pads, resums and other networking materials after each event in preparation for your next one.

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!
someones card to remind you about what you spoke about. Perhaps possible next steps. Consider a thicker marker pen which might be more effective on some of the glossy business cards. Bring extra business cards. Its common for people to forget their business cards, so having an extra one means they can write contact details on yours and hand it back to you. You could also use a few blank business cards for the same purpose. Build a resource list. This is a bank list of interesting resources, reports, articles, blog posts, websites that you can share with people after your networking. They show you care, they add value and gives you the confidence to follow up because you can offer something to other people.

24. Blend online and offline follow ups. Joinedup networking utilises all of the connecting tools at your disposal. Be comfortable and competent with both to maximise the impact, speed, relevance and convenience of your follow up. 28. 25. Customise follow-up messages. People are sensitive to bland spam, form emails and standard letters. Youve got to be better than that. Personalisation speaks volumes that you were actually listening and interested in what someone was saying. Customise and 29. personalise. It takes a little longer but its preferable than the alternative.

26. Motivate your prospect. If you suggest a course of action, such as a follow up call, be clear on the purpose and how it can benefit you both to do so. Say why you think it makes 31. Be realistic. Its unlikely youll find out sense to continue the conversation. Do you everything about them and their business have some ideas to offer, some resources needs while youre networking face to face. or connections? Do you see some natural Thats why you need the follow up. There you synergies and think there may be ways to will discover for example what you have in work together for mutual benefit? You may common, how you can help each other and not have something to offer until you get to who you can connect each other to. know more about their business, and thats perfectly okay. But if you do, just know that Even more networking follow up youll be way ahead of the game. Sell the next tips coming up... move! 27. Bring your networking pen. A nice pen looks classy and is perfect to write a quick note on

30. Ask How can I help you? Sometimes the direct questions work the best. And it saves guess work on how to follow up in the most relevant way. Everyone in business, whether youre at the top or the bottom, has problems and challenges. If you can find out what they are, youll create an opening to stay in touch and add value to the relationship. An alternative is to find out what peoples current challenges are they create great opportunities to refer them, introduce them to someone, sell to them or share ideas with them.

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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!
38. Recall key facts. If you can remember a personal fact or significant business fact about someone, it creates a hook to hang future conversations on. It could be the name of a pet, football team or restaurant they like. It could be a new hire they took on, a new client they won or a place they went on holiday. Hone your memory to create follow up impact!

32. Know what you want. Most people are a little vague with their networking goals. Getting more business is not really specific enough. Do you know your exact target market. Ask yourself what your networking goals are for a particular event so you can target the right people. 33. Deliver relevant value to people. Value means something meaningful and useful. Relevant means to them. The easiest follow up to make, which you know will be appreciated and accepted, is where you deliver relevant value to your network. 34. Swap business cards. By this I mean dont give yours out unless you get one back. Their card is more important than yours because youre in control. So give one to get one. If they ask for yours, ask for theirs in return! 35. Differentiate networking opportunities. Not all events are about meeting people and making contacts. Most are, but some are based more on professional development and learning. Others are merely to show your face and be seen. Others are about discussions on industry-related issues. As a result, some events actually require little or no follow up, so differentiate what youre getting from each. 36. Be generous. What can you give or share? It could be time, effort, finances, contacts, encouragement, resources or insight. It says in the Bible that God loves a cheerful giver. Its the same with your networking contacts! 37. Keep things visual. Use photos on your website, your business card, your literature, your online profiles. Remind them whenever you can what you look like so they can reinforce your name and face in their mind. Likewise, add their photo to your address book. Some programs come up with a photo of them automatically which is pulled from their online profiles a very useful tool!

39. Escalate your contact. Anything written or online is soft touch. Once you move onto phone, youre ramping up the contact. Face to face is the ultimate contact. There are shades inbetween, such as voicemail and video emails. But you get the idea that there is usually more investment and engagement when you can eyeball them. 40. Carry your diary or calendar. Sometimes you make such a strong connection with someone while networking that you want to fix up a meeting right away. Thats when having your diary with you is priceless. It shows youre organised and ready! It could be a paper diary or calendar on your mobile phone it all works and theres nothing like striking while the iron is hot.
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!

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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!
The networking follow-up is a vital component of building your business. It grows relationships that will ensure your success. Following up and keeping in touch with both your new and existing contacts is absolutely critical. If you attend networking events, swap business cards and have good conversations with interesting people but dont follow up, all youve done is net-eat and net-drink, not net-work. This is not great for enhancing your personal brand and growing your business. If you go to event after event collecting business cards but never taking the relationship beyond that, why waste time going at all? While not everyone you meet will be a good candidate for an extended follow up conversation, dont let those promising prospects and contacts pass through your fingers. If you dont follow up, its like you were never there!

41. Be action-oriented. So many people dither with their follow up. But not you! Late is as good as never, if youre going to do something to make your networking count, do it sooner rather than later. When you see an opportunity, take action! 42. Think long term. Networking and relationships are long term commitments, not one night stands. Its not going to end in business straight away. 43. Tune into their passions. Listen closely to what they are passionate about and what gets them excited. It might not be work-related, which is actually good because you can build up more trust and empathy when talking about the personal, non-work stuff. 44. Consider old-fashioned systems. I know people who use post-it notes, business card boxes, 3x5 index cards, ring binder card holders, 1-31 filing systems for every day of the month etc. Theyre all valid. And sometimes nothing beats the feel of a real business card its someones life in your hands! You dont have to be a techno-geek - if you find something else that works for you, use it. 45. Schedule follow up time. When you decide to go to a business related event, block out that time in your diary and ALSO schedule an additional hour or two the following day to follow up. This ensures your follow up isnt crowded out. Allow longer follow up time for conferences and full day events.
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Find out how to get more networking tips to help you be more visible, valuable and connected...

www.therobbrown.com

Robs Networking Checklists #7 - 45 Top Networking Follow Up Tips to Turn Business Cards Into Sales and Valuable Connections!
99 10 Crucial Steps to Position Your Follow Up 99 6 Clever Networking Tips and Scripts to Get Someones Business Card 99 16 Killer Scripts to Win Permission to Follow Up 99 19 Immediate Post-Event Follow Up Tips 99 10 Great Subject Lines for Your Follow Up Email 99 10 Great Things to Put Into a Networking Follow Up Letter or Email 99 43 Powerful Phrases for a Follow Up Email 99 4 Vital Phases of the Networking Follow Up Call 99 24 Critical Things to Do Before the Follow Up Call 99 12 Brilliant Follow Up Scripts to Get a Meeting 99 18 Top Tips for a Successful Follow Up Call 99 8 Important Things to Do After Your Follow Up Call 99 10 Things NOT To Do When Following Up 99 7 Top Ways to Be Persistent with Your Follow Up 99 5 Really Effective Follow Up Contact Strategies 99 13 Top Tips for a Productive Follow Up Meeting 99 14 Top Tips to Keep In Touch After Your Networking Follow Up 99 10 Important Things Your Networking Contacts Can Help You With

If you want to invest more in your networking and master the follow up/keep in touch aspect of networking, here is the best resource for you. The Successful Networking Follow Up Guide. Its in two volumes, and gives you:
99 99 99 99 99 99 99 99 99 99 99 99 99 99 The Importance of Following Up Your Networking The Right Networking Follow Up Mindset 10 Powerful Networking Objectives 7 Strategic Objectives for Your Networking Conversations 13 Good Buying Signals in Networking Situations 9 Things to Look For In Your Networking Conversation 13 People You Should Follow Up After Networking 6 People You Should Not Follow Up After Networking 12 Great Channels of Communication to Follow Up 17 Powerful Reasons Why You Should Follow Up 16 Things That Will Stop Your Networking Follow Up 12 Factors that Will Affect Your Networking Follow Up 11 Ways to Get Organised for Following Up 15 Great Things to Follow Up With After an Event 6 Great Online Networking Follow Up Tips

Just email me about it and Ill point you in the right direction. Remember all of this stuff is coachable. You CAN and SHOULD be more likeable, no matter how popular you already are. Want some coaching on networking, selling yourself, raising your profile or winning more business? Id be happy to give you some great ideas to help you master this stuff to win more referrals, create more career or business opportunities, open more doors and close more sales through networking. I hope these 45 networking follow up tips have been helpful for you. Let me know what you think. My best to you and happy selling, leading and networking!

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Rob Brown 2013

www.therobbrown.com

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