Networking
What is Your Follow Up Strategy?
by paulag01

So, you've gone to a networking event, perhaps just gotten home from BlogHer '09, and now you have a pile of business cards and new contacts. What do you do next? It can sometimes be a little overwhelming but follow up is a critical element in making the most of new connections you make.

Have you ever left a powerful event feeling all inspired and excited about the wonderful people you met? Then, you went home and absolutely nothing happened. Life got in the way, you were backlogged on emails from being out of town, or you suddenly had projects on deadline. Either way, the connections and event become a distant memory and opportunities go by the wayside. It is a sad reality for so many. As people we really do want to help one another and cherish the connections we've made but somehow it slips away.

It doesn't have to be that way. Have a follow up strategy in place before you go to an event (and it helps to have one in place at all times for that matter) and then execute when you get home. Larina Kase calls this networking issue #3 in her post "Is Networking a Waste of Time?". The solution she offers:

Only attend if you can commit to following up. Schedule follow-up time on your calendar before you even arrive at the event. Adopt a less is more mentality. It’s often better to meet fewer, higher-quality contacts than to leave with a stack of business cards. Don’t count on others to follow-up. Make it your responsibility.

Now remember I said strategy for follow up not cookie-cutter crapola. I can't tell you how many times I have gotten an email from someone I met that either:

1) Was a total copy and paste boilerplate that had nothing to do with me or the connection we made.

or

2) Never included a personal email but instead automatically signed me up for their newsletter (yuck! - invite me personally to sign up and leave the decision to me, ok?).

Sure you may have some common language you use in your follow up emails but for goodness sake honor the person you connected with and re-activate that connection.

Ilise Benum at Freelance Switch has a good post with a simple formula for what to say when you follow up. It doesn't have to be rocket science but it can't be generic or insincere. The post "10 Networking Tips for Tweeters" has similar follow up advice. My golden rule is to think of what you would like to receive from someone else in a follow up email.

Networking is about momentum and you need to schedule time for it regularly. Again, this includes post-event as well. The Glass Hammer has some good tips on making time for networking and follow up in "Ask a Career Coach: How Do You Maintain Career Momentum?".

While I am still of the physical business card ilk because I don't have all the latest tech toys, there is more than one way to track your contacts. Whether you keep physical business cards, scan them into a database, or shun them altogether and instead swap contact information electronically, you need a system and a plan.

You need to follow up timely. Now timely means different things to different people. Personally I like to do all my follow ups within 24-48 hours (business days) of meeting someone. However, sometimes it isn't practical. For instance I tacked on three days of vacation at the end of my trip to Chicago for BlogHer '09, so my personal follow up goal of within 1-3 business days didn't start until several days following the event. My personal advice is to take follow up seriously but don't pressure yourself so much time-wise that you either freak out or give up. Pace yourself and make the follow up timely and relevant. In other words have a plan, be authentic, and cut yourself some slack. Building relationships is a distance run. Just make sure you get out of the starting blocks and keep putting one foot in front of the other.

What is your follow up strategy and system? How does it differ from attending say a small networking event versus a large multi-day conference? Would love to hear your experiences and suggestions.

Paula Gregorowicz, owner of The Paula G. Company, offers life and business coaching for women to help you gain the clarity, confidence, and courage you need to succeed on your own terms. Get the free eCourse "5 Steps to Turn from Fear to Freedom" at her website

Get the latest word on personal finances from an LGBT perspective and Paula's practical coach approach to the topic at Queercents http://www.queercents.com.

 

Submitted by paulag01 (view blog) on Wed, 07/29/2009 - 10:29am

Comments

 

I'm totally with you

Paula,

 I was in the session during which you were on the panel. You were one of the most professional, focused panelists at the whole conference. Thank you for that.

I am in total agreement with your suggestion and have been panicking about how the memories of conversations I had there are fading as I haven't gotten to the action items I had noted during the conference. 

Thanks for the kick in the pants.

 

Whitney

http://www.rookiemoms.com

Submitted by whitneymoss on Wed, 07/29/2009 - 12:16
 

Follow ups are coming in...

I get pitched a lot. Some pitches rock. Some pitches not so much. I like the 48 hour follow up plan but... forgive me to those of you who follow this rule, I haven't had time to read the follow ups you're sending. :-) But I will. I promise. They're all safe and sound in a folder in my inbox and I'll read them this weekend.

~Denise
BlogHer Community Manager

Flamingo House Happenings

Submitted by Denise on Wed, 07/29/2009 - 12:18
 

Thank You & Timing is a Personal Thing

Hi Whitney, Thanks so much for the kind words - would love to put them on my speakers sheet :-)

What I do is each day/break -- make a note on the back of cards (or a notebook if someone has one of those darn glossy things I can't write on!)... where I was when I met them and a quick abbreviation of what we talked about. I have code words for some particular follow ups (like if someone wants to connect about my services) so I can recall better when I follow up.  While each conversation is memorable after 3 days of jam packed information and cocktail parties and then 3 days vacation well the mind can only do so much!  I find it helps me a lot and takes the pressure off.

Denise - you just confirm what I shared about timing.  Timing is well personal based on what you need to do post-event, the type of job responsibilities, etc.  That is my general rule of thumb (because otherwise I know I'll lose energy about it & let it slide), but truly the point is timely -- as in when you email the person they will know who you were.  For instance time has past for those BlogHer '08 follow ups ;-)

 

Paula Gregorowicz
The Paula G Company

http://www.thepaulagcompany.com

Submitted by paulag01 on Wed, 07/29/2009 - 12:33
 

Great Post, Paula!

Our attention spans get shorter and shorter and we move on to the "next thing" so much more quickly than ever. It's important to follow up in as timely a manner as possible (tho, like Denise, I'm behind!) and to do it right. Thanks for sharing these great tips.

 

JD at I Do Things So You Don't Have To

Submitted by I Do Things on Wed, 07/29/2009 - 12:52
 

I know!

Ah good point JD but perhaps you can do all our follow ups so we don't need to since You Do Things Since We Don't Have To!  (I literally couldn't help myself!)

Paula Gregorowicz
The Paula G Company

http://www.thepaulagcompany.com

Submitted by paulag01 on Wed, 07/29/2009 - 13:46
 

kudos to you

Hi Paula,

 

You also made a really positive impression on me at the presentation where you were on the panel - maybe because we both were in corp. world for 17 years before bailing ;-) And I know I'm a very talented woman despite the rocky unrewarding road I traveled there (bosses were mostly cold fish). 

 I really appreciated the energy + ideas you put out.  Fear does shut a person down - sometimes for YEARS. It's sad.

 My Mother used to say "too soon old, too late smart" - hopefully I can combine your advice + hers. 

 

Penny Mudd

@calliopeconsult

Submitted by muddslide on Wed, 07/29/2009 - 14:00
 

Facebook!

My typical follow up plan is tracking people down on Facebook and adding them as friends. I think Facebook is an extremely convenient platform for keeping this type of connections alive. 

--

My mame is Beth Engel. I've been running my own online business, Epic Merchandise, where I sell personalized, engraved gifts, since 2003.

Submitted by Beth Engel on Wed, 07/29/2009 - 15:22
 

LinkedIn

I usually sort through my business cards and contacts' list within a few days after I attend a conference or event.

  • I look people up on LinkedIn and add them to my network. I always include a personalized note with my network request for them.
  • I directly email contacts that I do not find on LinkedIn and, again, I write a personalized email (not a cookie cutter email note.)
  • If I really hit it off with someone, I make a note about them and try to have lunch or dinner with them when I am in their city while travelling.
  • A great book I would recommend about networking and staying in touch with people is Never Eat Alone by Keith Ferrazzi

Submitted by Julie Heinrich on Wed, 07/29/2009 - 16:39
 

Love the Different Approaches

Penny - thanks so much for the kind words. SO glad you loved the panel. Yes kindred spirits with parts of the story indeed.

Beth & Julie - love your approaches with the social media. I do follow up some in that way as well, follow Twitter for folks that I want to, FB, etc.  Here's a question though -- considering the netiquette for LinkedIn is different, in that you really should only be connected with people you know well -- I know I don't personally rush out and add people to LinkedIn.  What do others think?

Thanks for the lively discussion!!

Paula Gregorowicz
The Paula G Company

http://www.thepaulagcompany.com

Submitted by paulag01 on Thu, 07/30/2009 - 09:46
 

LinkedIn

I agree - and that's why I focus on Facebook, which is a lot more appropriate - in fact it's perfect - for casual connections. 

--

My mame is Beth Engel. I've been running my own online business, Epic Merchandise, where I sell personalized, engraved gifts, since 2003.

Submitted by Beth Engel on Thu, 07/30/2009 - 15:48