Networking 102: How to Follow Up Effectively and Get Responses
You’ve made it through the networking event—business cards collected by the handfuls, impressions made (kudos if you used the tips from Networking 101: How to Make Lasting Impressions and Build Meaningful Connections). But what comes next can often seem more daunting than the event itself. Effective follow-up is crucial, and it’s often where many miss the mark. Why? Because business cards alone don’t turn into opportunities. They can become a reminder of missed chances if you don’t follow up properly.
Create an Efficient Follow-Up System
To turn those business cards into meaningful connections, implement a systematic approach or use a CRM (Customer Relationship Management) tool to track your interactions and follow-ups. Here’s how you can stay organized and maximize your chances of conversion.
My Follow-Up System:
Sort Your Business Cards:
Leads: Priority contacts who showed immediate interest in your services or who you can offer value to right away.
Sooner: Contacts who might benefit from future collaboration or have potential but don’t require immediate attention.
Later: Contacts with whom there’s no immediate need or connection, but who might be useful in the future.
Handle Each Pile:
Leads: Reach out within 48 hours. Prompt follow-up keeps you top of mind and demonstrates eagerness without being pushy.
Sooner: Follow up when your schedule allows. This pile is less urgent but still valuable for potential future opportunities.
Later: Send a LinkedIn connection request and file these cards in a CRM or spreadsheet for future reference.
Crafting Your Follow-Up Message
What to Say:
Keep It Short and Sweet: Be concise and personable to avoid seeming superficial.
Personal Touch: Remind them of where you met, mention something notable from your conversation, and invite them to connect further.
Engage and Nurture: Ask engaging questions to deepen the conversation and identify ways you can support each other. Examples include:
“Who can I connect you with?”
“What projects are you currently working on?”
“What inspired you to start your business?”
Utilize Multiple Channels:
LinkedIn and Email: Connect on LinkedIn and send an email to ensure your message gets through. Not everyone checks LinkedIn daily, so a follow-up email ensures you cover all bases.
If They Don’t Respond:
Be Patient and Persistent: If you don’t get a response, follow up gently after some time. People may simply forget to reply.
Effective networking is about more than just collecting business cards—it’s about nurturing relationships and following up strategically. By implementing a structured follow-up system and crafting thoughtful messages, you can turn initial contacts into valuable business connections!
