The Six Steps of Following Up

One of the most significant mistakes we make as networkers is to not follow up.

In an effort to help cure this malaise, Relentless (with help from his colleague, Alice Dykeman), puts forth this list of six key steps in following up--so you will do it! The steps are otherwise known as the how, who, what, why when and where of followup:

• How do you do it?
  
• Who do I talk with? The Weeding Process
• What you hope to accomplish
• Why are you reconnecting? The Promise
• When do I do this? Timing, how soon
  
• Where will we meet again?

How do you do it? Remember who you talked to, make a list, have a plan. Each person you talked to at the event in question has a reason to connect with you and you with them.

Who do you talk with? Well, it is a weeding process. Prioritize each person you hope to talk with just like you would sales leads or leads from a trade show. But respond to everyone in some form.

What do you hope to accomplish? Have goals as to why you need to connect with each person. Not to say you won't talk to some, but others get more attention because of perceived relevance to you.

Why are you reconnecting? You more than likely made The Promise: "I'll send you that article," or "Let's have coffee," or "I'll connect you with that person." Follow through with your promise.

When do I do this? Well, actually, now. Or more clearly stated: NOW. Timing is critical as people's memory's fade (and yours, too).

Where will we meet again? This, too, is critical. Face-to-face a second time is the reinforcement of your relationship. Pick a place that you both can remember and be clear on date and time.

These few steps will help you make more complete and lasting relationships and build your network in a positive way.

Relentless

Ten Common Networking Mistakes

Here is a short list of things we all do to sabotage our networking efforts:

1. Lack of follow up
2. Not listening
3. No energy
4. Not qualifying
5. No planning
6. Not having a basic presentation
7. Poor communication
8. Talking about features and not benefits
9. Being afraid to talk to strangers
10. Being a know-it-all

That first one is the worst thing you can do. If you meet someone be sure you make contact again--and soon.

Listen. And even if you are listening, be sure you listen actively.

Energy equals passion. Passion equals engagement. Engagement leads to relationships. You get it.

Be sure you know who you are talking to and why. Qualify everybody on some level.

Know before you go to an event what you plan to do. Who will be there? What will be people be talking about? Do you know what you are going to say?

Know your short introductory speech. It is your entree to the room and to conversations. Be like the Boy Scouts.

Communication is a basic skill we really all know how to do. Take your turn talking. Ask questions. Make eye contact are a few things to remember.

Talk about why rather than what.

People are only strangers because you haven't met them yet.

And finally: everybody knows something, but no one knows everything.

Relentless

Choosing your words carefully

It has been said that once words leave your mouth that they remain out there forever. Words can hurt of heal and they really can last for a long time, particularly in this new digital age.

Consider this in these two instances:

• When you write
• When you speak

Sure, this is simple. But today, things can be carried around the world in written form or in recorded form. Take for example the LinkedIn recommendation: yes, you can revise it, but once it is published, it is out there for all to read. Remember LI is searchable in lots of ways. So, when you recommend someone, treat it as you would a verbal or other formal recommendation. Use the same rules of thumb: know them, mean it and tell the truth.

When you speak at a networking event, consider what you say carefully. Those who know you continue to learn about you; new contacts are collecting first impressions. Be polite, correct, truthful and chose your words carefully.

Relentless

A Powerful Tool: Your Memory

The next time you are at an event, try this exercise: how many names can you remember of the people you've met?

This serves two purposes:

1. When you get home to log in your new-found contacts, you'll be more apt to put in correct information.
2. It also allows you to start the qualifying process of "who was most memorable" among your new contacts.

There are some devices that help you remember:

• Clothing colors or something they wore: that yellow tie, the pretty dress, the guy in the shades.
• Some physical attribute: eye color, hair color, no hair, they were tall.
• Something they said: they went to a college you know, they know someone you know.
• You asked them to follow up with you.

As time goes on we lose a bit more of our ability to remember things. I joke I'm having "age issues," but it is the truth. I'm not the memory machine I was when I was younger.

Why remember people: well, this is the whole point of networking. We want to eventually recontact these people, work with them ,maybe hire them. Their first impression is important.

Relentless