Thank youFollow up frequently to remain familiar with your contacts.  Now, I am not suggesting that you follow up with everyone on a frequent basis.  However, there are usually 5  to 10 people who are key activators, advocates, and accelerators for your success and these people need to hear from you on a regular basis so that you stay familiar with and to them.

How do you accomplish this?  Well you can begin by putting their names into your calendar management system on a scheduled pattern for regular small touches.  You can  do this in Gmail, Outlook, or whichever system you are currently using to keep track of your contacts.

What’s a touch? 

  • A phone call
  • An email
  • A hand written note
  • A greeting card sent for no apparent reason other than to just say hello
  • A clipping from a magazine that reminded you of something that is important to them
  • An invitation to lunch, a concert, a movie, or a presentation by a interesting speaker
  • An invitation to a walk and talk
  • A donation to an important charity on their behalf
  • Your creativity can go to work here ….

So what is a touch for you?  Let me know the ways in which you keep in contact on a frequent basis with your important contacts.

Happy Connecting!


How to follow up with people and be effective at it is just as important as being efficient in the process.

You Can Do It Most people fail to follow up.  Period.  They mean well, they really do.  But life gets in the way or, rather, busyness gets in the way.

Have you ever realized that you are just too busy to follow up?  Or have you realized that you didn’t follow up because you were just too busy to do it?  Well you are not alone.  Apparently, 80% of people never follow up with someone that they have met while networking.  80%!  And while that is the number I see touted in many books and articles, from my own experience, I think the # is even higher.

So, what can you do to make sure that you are doing proper follow up with people that you meet while networking?

First of all you need to put a system into place.  When you have a system, you know exactly what to do, when to do it, and most importantly how to do it.  And, when you have a system you can be effectively efficient.

Here’s a suggested system for you to follow:

1. Make it your goal to meet only 2 or 3 people at an event that you are going to follow up with.  By limiting the # of people you plan to follow up with you can be more effective in actually getting the follow up done.

2. Take cards only from people that you actually plan to follow up with.  This prevents you from over extending your ability to respond and it prevents you from making apparent commitments to people that you have no intention of following up with.

3. Set aside white space time after an event for proper self debriefing of what the connections were and how you intend to follow up with the people whose cards you have in hand.

4. Have blank greeting cards and stamps on hand in your office or car so that you can write a quick thank you note within 24 hours of meeting a person at an event.

5. Write the card and send it in the mail within 24 hours.  Remember to make this about them not about you.  Thank them for the conversation and mention something that they said that you remember and make a favorable comment along those lines.  Resist all temptation to go into selling mode.  This is not the time or place.  This is about building relationship!

6. Now that the card is in the mail.  Send the person an email and let them know that you appreciated spending time with them at the event and mention 1 interesting thing that you remember from your conversation.  Make this about them … not you.

7. If you promised to send them information, like an article or a resource be sure to include that in the email.  Again, this is not about you making a sales pitch .. it is about you creating rapport and building relationship.

8. Based on your discussion, if appropriate, follow up with a phone call to arrange a meeting.  Have an outline handy of what you would like to converse about.  Make it about them.  How you can help them.  Add value to the relationship by offering ways to assist them.  Can you provide them with a referral?  With a resource?  Is there something you can collaborate on?  Is there someone that you can introduce them to?

When you start with the end in mind and when you have a system in place you will find it much easier to do the follow up that you intend to do.  Your systematic approach will allow you to be efficient and effective.

Go make someone else happy … it’s all in how you follow up!


ABC’s of Follow Up: D is for Dreaming

October 14, 2010

Business Networking is about building relationships.  Follow up after the event is for reinforcing the relationship. One of the key things to be listening for when you are networking with people is what are their hopes and dreams.  What big audacious goal is enticing them to dream really big for their business?  What lights them [...]

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ABC’s of Follow Up – C is for Connecting

March 25, 2010

The best networkers are connectors at heart.  And, that is a very good thing because one of the most powerful ways to build relationships is to act as a connector for the key people in your life. How do you advocate and make warm connections for others?  You begin by paying very close attention to [...]

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ABC’s of Follow Up – B is for Building Bridges

March 15, 2010

Follow Up is an important part of your ability to build relationships.  Actually, your follow up is the bridge that shortens the distance between know, like, and trust. As Bob Burg says in Endless Referrals, “with all things being equal, people do business with people they know, like, and trust.” As you make your way [...]

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ABC’s of Follow Up: A is for Action

March 12, 2010

If you are honest with yourself, you likely have a business card collection like the one in the photo here.  How does this happen?  It happens when we don’t have a strategy for what to do with the business cards that we receive at events that we attend for networking purposes.  Without a strategy, the [...]

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Did you come here to buy? Networking myths of the uninformed.

February 16, 2010

Wouldn’t it be grand if at the next networking event you attended the leader or speaker asked the audience this question … “How many of you came here today to BUY something?  If that describes you, please raise your hand and keep it really high so that the folks that came here today to SELL [...]

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The Way I Work: Paul English of Kayak, Page 2

February 7, 2010

When I am hiring, I try to get people to accept the job before I tell them about salary or title. I promise to make that person dramatically more productive, and that working for Kayak will be the most fun job he’s ever had. I need two things in return: a promise to strive to [...]

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Tap of the Morning to All!

January 29, 2010

This morning at 4:10 AM I was awakened by a snow plow in the parking lot of the hotel I am staying at here in Santa Fe.  Let me tell you, Cranky Zita stumbled out of bed to throw open the curtains to try to figure out what the scraping, crackling, banging noise was outside [...]

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What’s one of the most Powerful Ways to Jump-Start Your Small Business Growth?

January 14, 2010

If you’re like most entrepreneurs, you’ve got your nose to the grindstone all the time. But when you’re always busy working you don’t notice what’s changing in the marketplace, or what’s new that you could be taking advantage of to better market your business.  And these days, thanks to the Internet and the economy both [...]

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