It’s All in the Follow-up

Networking events provide excellent opportunities to meet people who can provide numerous referrals. The blend of industries represented at such affairs offer excellent opportunities for prospects. Each person attending networking events represents about 250 acquaintances and associates who make attractive prospects.

However, the five- to ten-minute conversations will hardly allow enough time for you to impress the contact enough for them to refer their friends. The first meeting is only the beginning.

Here are some tips to help you leverage your initial meetings into many referrals.

At each event, talk to four or five new people. Strive for one goal per conversation—get each person to remember you fondly. Their positive feeling toward you will serve as a springboard for quick follow-up.

The most effective way to induce positive feelings toward you is to get them to talk about themselves, their companies, their careers, their families, and their challenges. Look for opportunities to refer them to friends who may be able to help them. Look for possible information needs you may be able to fill.

After the meeting, take a few minutes to follow-up. Don’t wait until the next day—do it the same day. The goal of the follow-up will be to help the contacts get to know you, to trust you, and to want to help you.

Send them a brief handwritten note. Say something like, “I enjoyed meeting you today at the networking event. I wish we had more time to talk. When I come across someone who can use your services, I will refer them to you. David.” Provide your business card or contact information with the note.

You will likely hear back from them in a few days. Even if you don’t, call them and suggest a brief meeting to get better acquainted and to see if we may refer each other some contacts. It need not be a meal.

At the second meeting, find common ground—home towns, sports teams, hobbies, etc. Find out what type of contact would be an excellent referral for them. Let them know your ideal prospect and ask them to send you referrals as they come across them. By the end of the meeting you should have built rapport and respect.

As you see him at subsequent events, briefly catch up on their doings and rekindle the rapport.

Occasionally send an e-mail or note or phone them to keep yourself in their memories.

These efforts will very often generate a flood of referrals—but the follow-up is the key.

-------------------------------

To receive an e-book copy of my second book, 1000 Brilliant Achievement Quotes, and subscribe to my free newsletter, go to http://www.OrdinaryPeopleCanWin.com/1000free.htm.

Visit my other sites at:
http://www.DavidDeFord.com
http://www.OrdinaryPeopleCanWin.com
http://www.WabashTraceEnd2End.com