There are two main reasons for the importance of following up:
- Networking only produces good results when it is followed up.
- Following up with contacts builds trust, reputation, and relationships.
Put negatively, to emphasise the points:
- Networkers who meet people and never follow up are wasting their time.
- Networkers who never follow up will eventually become known as time-wasters.
Follow up is a matter of relevance and commitment: If a contact or referral is not relevant, then say so, which avoids any expectation of follow up.
If there is relevance, follow it up, in whatever way is appropriate for the situation.
If you find that you are not wanting to follow up meetings and referrals because of lack of relevance then you can re-examine your group targeting strategy. You might be chasing the wrong groups and connections, and could need to redefine these issues.
Be positive. Use positive language. Smile. See the good in people.
Be known as a really positive person. It rubs off on others and people will warm to you for being so.
Keep your emotional criticisms of others and personal hang-ups to yourself.
Speak ill of no-one.
Be passionate and enthusiastic, but not emotional or subjective.
Avoid personalising situations. Remain objective.
Seek feedback and criticism about yourself and your ideas from others. It is the most valuable market research you can obtain – and it’s totally free.
Be tolerant. Be patient. Be calm and serene – especially when others become agitated.
Followers gather around people who remain positive and calm under pressure, and who resist the herding tendencies of weaker souls.
At many networking events and situations you will have the opportunity to give a presentation to the assembled group. This is a wonderful chance for you to demonstrate your expertise in your specialist area, your positive confident character, and also to pass on some useful information.
When giving presentations in these circumstances, avoid giving a hard-selling pitch, unless you are sure that such a style is appropriate. Usually it is not. Aim to inform and educate rather than to sell. In many networking situations a strong selling presentation is regarded as insulting by those present. This is especially so if you are a guest of a group that you would not normally meet regularly.
You will sell yourself best by giving helpful information in a professional and entertaining credible manner.
Be confident, positive and enthusiastic, but do not let this develop into pressure on the audience, or a sense of your trying too hard.
Try to find and present within your specialism the most helpful information for the group concerned. Your aim at the end of the presentation is for the audience to have learnt something useful about your area as it applies to them, and to have been impressed with your professionalism and command of your subject.