Walkinshaw Coaching

Do the following scenarios sound familiar?

• You meet someone at a networking event who may be a potential client or good referral partner. You exchange cards and eventually head home. Two weeks later you discover his business card in a pile on your desk and wonder if it’s too late to contact him.

• You have a discussion with a prospective client who seems very interested in your services. At the end of the conversation, she tells you she may be interested in your services “at some point.” Disappointed, you end the conversation assuming she will call you when she is ready.

• You are sitting at your desk, overwhelmed by the number of business contacts you have made and business cards you have collected. You know following up is important but aren’t sure where to begin.

If you are having a difficult time following up with all the contacts you’ve made while networking, try this 5 step approach to Flawless Follow-Up:

Step 1: Create Follow-Up Categories

While networking, you will meet a number of people with whom you would like to stay in contact. They may include potential clients, community leaders, referral partners and people who energize you. Write down the broad categories of networking contacts that are relevant for you and your business.

Step 2: Understand Your Follow-Up Goals

For each follow-up category, determine your ultimate goal for following up. Why do you want to keep in contact with these groups of people? What end result are you trying to achieve? For example, you may want to follow-up with “potential clients” in order to convert them into “paying clients.”

Step 3: Set Your Follow-Up Frequency

Once you understand your follow-up categories and goals, determine how often you want to contact people in each category in order to reach your desired goal. The frequency could be constant or variable. For my clients, I typically recommend contacting people within 24 – 48 hours of the initial introduction.

Step 4: Determine a Follow-Up Format

There are numerous formats you can use for follow-up including telephone calls, emails and letters/postcards. What formats will be most effective for the networking contacts in your categories? Consider using a variety of formats over time to keep things fresh and to spark interest.

Step 5: Implement a Follow-Up Tracking System

In order to follow-up consistently, create a tracking system that makes it easy for you to know whom you need to contact, when and using what format. This can be done simply by using index cards or a spreadsheet, or you can leverage technology by using various customer relationship management (CRM) software programs. The key is to implement a follow-up tracking system that you will use on a consistent basis.

Flawless Follow-Up is only one of the many critical components of business networking. Would you like a complete, proven step-by-step integrated strategy for using networking as a way to dramatically grow your business? Check out the SPECIAL OFFER on the Dynamic Business Networking Self Study Program.

Scott Walkinshaw
Business Coach & Speaker
Walkinshaw Coaching
South Florida