It’s an all too frequent tale. You go to a networking meeting (or event), engage in conversations and then make it a point to reach out after the meeting to follow-up and get to know the other person (akk fellow networker) a bit better. And so you email and then you call and then…nothing. Not a reply to either overture.
What the heck is that about?
Why bother attending meetings and events if you are not going to make it a point to engage in the necessary follow-up that will lead to:
- More information about the other person’s deliverables
- Uncovering of possible synergies
- “REAL” business
It sure as heck isn’t going to happen sitting around a conference room table or standing in an event space holding a cocktail. That’s a sound bite that leads to the conversation that leads to the relationship….you get the idea.
But nothing happens at all if you aren’t open and receptive to those follow-up conversations.
Think that the other person has nothing to offer you? Think again. As a sales trainer I have made substantive introductions for real estate brokers, lawyers, CPAs, financial advisors, marketing professionals, etc…a very disparate group and none of them would have really thought of me as a “natural conduit/referral source” to business (except for perhaps the marketing folks).
But ya know what. I have ears for listening, am fearless about making proactive introductions and know that I have nothing to lose IF I know and trust the people that I am introducing to one another.
So think you shouldn’t meet with someone and hence ignore their outreach. As I said, think again.
That person you’re ignoring just might be the best referral source you have ever met.
Follow-up is the key to networking success. Email me with your networking questions: firstname.lastname@example.org.