We all know that we need to build ‘TRUST’ to secure good business, whether this is a direct sale, through collaboration or referral. This can rarely be built with one touch or contact, so follow up is essential to build trusting relationships and is the reason why networking is successful.
Tips for great follow up
- Before you attend a networking meeting set aside time in your diary for any follow up.
- Only follow up with contacts that you have met at the event unless there is a specific reason that you couldn’t talk with them at the event
- Timeliness – show that you are a professional – contact preferably within 48 hours and no longer than a week from the date of the network meeting
- Remind your contact where and when you met them – some businesses attend multiple networking meetings – and what you discussed
- Invite them to link with you on Linkedin or other social media platform which is relevant to their business. This will give you a greater understanding of the culture of their business and how that ‘fits’ with you
- Don’t be ‘pushy’ or ‘salesy’. If you don’t like being sold to the probability is that they don’t either
- Explore areas of possible interest and arrange a 1-2-1 meeting at a time and place suitable to you both to discuss in more detail
- Try and leave them with something of value such as details of an event in the near future which may be of interest to them.
- Follow up can happen through any media such as email or social media however picking up the phone, although more time consuming, is a very personal way of starting and building the relationship
- Keep Following Up
Contact me for more information on positive selling
About the Author – Paul Clayton FInstSMM
I work with successful business owners and Directors who want to increase their success. I specialise in Sales, Business Development & Customer Experience and the continuous improvement People, Processes & Profits.