Following through is just as important as following up. Following through (the act of continuing a plan, project, scheme, or the like to its completion) is an important part of following up (to maintain contact with someone so as to monitor the effects of earlier activities). Here are some best practices to help you follow through on your follow-up.
1. Start in the presentation phase.
There are four phases to networking: preparation, presentation, follow-up and maintenance. Preparation is doing your homework before an event or meeting. Presentation is introducing yourself (or getting yourself introduced) to others, having great conversations, offering the infamous elevator speech and exchanging business cards. The follow-up starts there, in the presentation phase, with you saying something like, “Does it make sense for us to exchange cards? I promise to follow up with you to explore ways to refer each other business.” Now when you follow through with an e-mail, phone call or text (no, really!), you already have established yourself as reliable and serious.
2. Reconnect the next day.
It's great practice to follow up in 24 hours or the next business day. Whether through phone or e-mail, these outbound messages almost always get returned the same day. “Thank you for your prompt follow-up call. You beat me to the punch!”
3. Use LinkedIn.
Another effective way of continuing a dialogue is through LinkedIn. Through an invite, you can simply write a quick personal note “inviting” the person you met to connect. And yes, always make it a personal note, for example, “Hello Sam! Great meeting you last night at the WMM. Let's connect and better prepare ourselves for a follow-up conversation.” After connecting and doing some legwork, you might be able to help each other by sharing valuable personal connections.
4. Know the place of “We.”
In some cases, you might be able to help the other person more than they can help you. Recognize and embrace that dynamic. Always remember that relationships are a two-way street, so it's best to let those that are in a better position to help you know you appreciate them and that you're willing to do whatever you can to help them right back. It's not about keeping score.
5. Be specific.
The more specific you are, the more others can help you. There's a big difference in being referred to “Anyone that needs my services” or to “manufacturing companies like ABC Manufacturing.” Be specific about who you are, what you do and who you want to meet, and you will allow people to get to know you and help.
6. Stay in touch.
Following up is not a “one and done” deal. If you're good, it's about staying in touch, developing fun relationships and expanding your network. Having a system in place to stay in touch with your “best in network” will absolutely put food on the table. Establish a system to speak regularly with these people, such as through monthly or quarterly calls, or regular lunch meetings.
The key to all of these approaches is for you to take the initiative. Don't ever wait for the other person to make the first move. The end result should be more business, better relationships and more room on your desk for spare change.
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