follow through

Follow-Up is the Key to Success

Wednesday, March 30th, 2011
at 2:23pm

In networking, follow-up is the key to success for many reasons. Many people assume that meeting people and exchanging business cards will lead directly to business referrals and strategic introductions. Nothing could be farther from the truth. It is only through consistent and varied follow-up and follow-through that you will build meaningful and fruitful relationships. After meeting people for the first time, you can do a number of things to follow up with them. Some are the following: invite them to join LinkedIn, follow them on Twitter, send a simple follow-up e-mail, or make a phone call and invite them for coffee. One reason that follow-up is so critical is related to memory. We often meet so many people in our busy lives, that the new people kind of “erase the memory” of others we have met earlier. People need to be reminded that we exist. There is also the tendency to get so excited when meeting new people that we neglect or minimize the ones we have met earlier. Follow-up not only applies to the networking process,but also the sales process. If you are one of several people competing for business, the client may forget you unless you do something meaningful, impactful, or useful by way of follow-up. Don’t merely contact the client to find out if they have made a decision. Try to find something of value that you can contribute with each succeeding contact.

There have been many times when I have followed up with someone, and found out that they were currently reviewing the proposals, had some questions for me, and I was able to secure the contract primarily because of timely follow-up. You can call, send e-mails, or even find a significant reason to have an additional meeting to discuss the details of your proposal/bid. Networking doesn’t end with the exchange of business cards at a mixer. It’s what you do afterward that really matters. So too with trying to secure business. It is the consistent, strategic follow-up that is often the deciding factor in who gets the contract.

Make follow-up an integral part of your networking and sales program. Without it people will forget you and do business with those who do.

Follow-Up is Essential to Effective Networking

Sunday, August 9th, 2009
at 7:59pm

One of the major keys to networking success is follow-up. Meeting and greeting is only the first step. Newcomers to networking tend to get excited when they meet someone who have potential value. They secure and exchange business cards, put the person in their database, and wait for the phone to ring or Twitter to tweet. It doesn’t work that way! You must follow-up and stay in contact over time. Occasional emails, invitations to social media sites, phone calls and in person meetings are all part of the follow-up process.

Closely related to follow-up is follow-through. When the other person gives you a referral or makes an introduction, it is important to follow through in a timely manner. Thank the source of the referral or introduction promptly, and keep them apprised of the status of the referral/introduction. Social media sites have become a useful channel for follow-up activities. It can begin with an invitation, followed by an acceptance and short note of thanks. Subsequent contacts can be birthday greetings, comments on status updates, or newsletters.

Consistent follow-up is where the relationship is really developed and nurtured. Do what you say you are going to do when you say you are going to do it. Continually reinforce your reputation as competent, reliable, punctual and professional. By following up you will develop a reputation which will lead to additional referrals. Remember that the introduction and business card exchange is only the beginning of the relationship.