Four Big Mistakes People Make In Follow-Up When Networking
Once a month I deliver a workshop at a local chamber of commerce to help people learn how to expand and develop their networks better. It is an expression of one of my missions, i.e., to connect social networks and thereby increase everyone's social capital. This workshop (which by the way has been ongoing for nearly 14 years now) and the online Social Capital Calendar have helped innumerable people from all walks to add to their own social capital.
Today I am publishing some notes from the most recent workshop on effective follow-up. The principles apply whether you are networking for business, career, or social causes.
BIG MISTAKE NUMBER ONE: They Work Only The Surface.
This means two things.
First thing is they don't find out enough about the other person to really know how they might help each other. The initial conversation tends to be superficial and they don't get enough useful information about the other person. Stay curious about people and seek to learn more about who they are and what matters to them. Honest curiosity will lead you to ask appropriate questions about people without coming across as an inquisitor.
The other thing this means is that they don't reconnect with people to get to know them better. Networking is like every other part of human relationships in that it takes an investment to build a relationship. Just because you met someone once does not mean they are going to remember you. Just because they remember you does not mean they will think about you. And just because they think about you does not mean they like, understand or trust you. Trust is what makes things happen, and this takes an investment of time.
BIG MISTAKE NUMBER TWO: They Don't Have A Plan.
What typically happens is people pick up business cards, and the cards go into a "someday maybe" spot in a desk or drawer. There they stay until they either get pitched later because they are about as fresh as very old cheese or they become part of the person's estate. When someone finally clears out their desk they wonder what the heck the person was thinking and wonder "Are these cards collectible or something?"
Don't' let this happen to you. Have a strategy thought out in advance. At the minimum have a next step, be it making a phone call, sending a note, or inviting people to an event, to join your mailing list. Having a variety of strategies that are pre-planned lets you just get them done or even to delegate them. There is nothing wrong with having a library of pre-written follow-up notes that can either be merged on a computer or simply be hand written onto note cards.
This brings us to BIG MISTAKE NUMBER THREE: They Don't Differentiate.
There's a tendency I see in some people that I call Promiscuous Networking. They don't have any criteria to differentiate who they need to spend their time with and which relationships to develop.
You need to identify the people in the room who you need to know better and who need to know you better. You frankly do not have enough time in the day to get to know everyone on a deep basis. You have to make some choices.
Design keep-in-touch strategies that differentiate between these people and that allow you to touch the right people in the right way. A newsletter like this and my weblog allow a large number to opt-in for contact with me without my having to speak one on one with every one.
Some people need more personal follow up, and some need outright wooing. Hot prospects and Power Team candidates obviously need more personal follow up than someone who is just a nice person.
Very Important Point: DON'T BE OVER-ZEALOUS ABOUT ONE-ON-ONES.
I regularly hear people complain about all the time they spend one on one with people they meet when networking. You have got to invest your quality time with the right people. Frankly, not everyone you meet is someone with whom you want to spend quality time. This does not diminish the quality of another person, it simply acknowledges the reality that you have limited time and have to use it where you can get the greatest return.
BIG MISTAKE NUMBER FOUR: They Rely On Follow Up When Right Now Is Available
Too often people wait until some later time to get things rolling when it is perfectly OK to ask someone to set up the follow up meeting right now. Instead of making a note to call someone later just say, "Get out your calendar and let's plan a follow up meeting!"
Carpe Diem!
Here are three action steps you can take right now to improve your networking follow-up:
Today I am publishing some notes from the most recent workshop on effective follow-up. The principles apply whether you are networking for business, career, or social causes.
BIG MISTAKE NUMBER ONE: They Work Only The Surface.
This means two things.
First thing is they don't find out enough about the other person to really know how they might help each other. The initial conversation tends to be superficial and they don't get enough useful information about the other person. Stay curious about people and seek to learn more about who they are and what matters to them. Honest curiosity will lead you to ask appropriate questions about people without coming across as an inquisitor.
The other thing this means is that they don't reconnect with people to get to know them better. Networking is like every other part of human relationships in that it takes an investment to build a relationship. Just because you met someone once does not mean they are going to remember you. Just because they remember you does not mean they will think about you. And just because they think about you does not mean they like, understand or trust you. Trust is what makes things happen, and this takes an investment of time.
BIG MISTAKE NUMBER TWO: They Don't Have A Plan.
What typically happens is people pick up business cards, and the cards go into a "someday maybe" spot in a desk or drawer. There they stay until they either get pitched later because they are about as fresh as very old cheese or they become part of the person's estate. When someone finally clears out their desk they wonder what the heck the person was thinking and wonder "Are these cards collectible or something?"
Don't' let this happen to you. Have a strategy thought out in advance. At the minimum have a next step, be it making a phone call, sending a note, or inviting people to an event, to join your mailing list. Having a variety of strategies that are pre-planned lets you just get them done or even to delegate them. There is nothing wrong with having a library of pre-written follow-up notes that can either be merged on a computer or simply be hand written onto note cards.
This brings us to BIG MISTAKE NUMBER THREE: They Don't Differentiate.
There's a tendency I see in some people that I call Promiscuous Networking. They don't have any criteria to differentiate who they need to spend their time with and which relationships to develop.
You need to identify the people in the room who you need to know better and who need to know you better. You frankly do not have enough time in the day to get to know everyone on a deep basis. You have to make some choices.
Design keep-in-touch strategies that differentiate between these people and that allow you to touch the right people in the right way. A newsletter like this and my weblog allow a large number to opt-in for contact with me without my having to speak one on one with every one.
Some people need more personal follow up, and some need outright wooing. Hot prospects and Power Team candidates obviously need more personal follow up than someone who is just a nice person.
Very Important Point: DON'T BE OVER-ZEALOUS ABOUT ONE-ON-ONES.
I regularly hear people complain about all the time they spend one on one with people they meet when networking. You have got to invest your quality time with the right people. Frankly, not everyone you meet is someone with whom you want to spend quality time. This does not diminish the quality of another person, it simply acknowledges the reality that you have limited time and have to use it where you can get the greatest return.
BIG MISTAKE NUMBER FOUR: They Rely On Follow Up When Right Now Is Available
Too often people wait until some later time to get things rolling when it is perfectly OK to ask someone to set up the follow up meeting right now. Instead of making a note to call someone later just say, "Get out your calendar and let's plan a follow up meeting!"
Carpe Diem!
JUMPing Off Points
Here are three action steps you can take right now to improve your networking follow-up:
- Write down a standard plan of action that you will use from now on whenever you meet someone. Have a minimum of three, preferably six or more, specific actions you will take in order to cement the contact and establish yourself in their mind. Automate and delegate whatever you can. Keep it simple, or you will not do it!!
- Identify who you need to develop in your network and have a simple, personal contact strategy to develop those relationships.
- Stay curious and involved. Real connections are with real people, and honest caring about relationships always trumps schmarmy schmoozing.
Labels: Networking
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