Networking – Part Two

“Don't judge each day by the harvest you reap, but by the seeds you plant.”
~ Robert Louis Stevenson

Ah, Springtime!!! Can you almost taste it? Everything is just about to burst forth. I can feel that in myself, too…..ideas that have been germinating for months are starting to come up through the ground, and I’m excited to get a preview of what’s coming.

How about you? What ideas have been hibernating that are ready to blossom? In your business, what new markets have you thought about tapping? How about picking the most promising one and developing a strategy this month to pursue in April and May? What impact would making inroads into that new market have on the bottom line of your business, come December 31, 1999? Long-term, how might it improve your profitability? What resources would be necessary to get there? Who in your network might be able to help?

I talked about networking last month in this column. Did you try going to an event that would stretch your comfort zone? Did you connect with at least two new people there? I did, and am once again amazed at the results. I have five new contacts that I’m excited about. Will they lead to immediate new business for me? Not necessarily, although that could happen. But I’m confident that they will enhance my life in ways that I may not be able to discern right now, and I do see business possibilities as well.

One of the big challenges to effective networking is follow-up. Especially if you meet people easily, you might find that you have more leads that you can keep up with.

It’s important to pursue leads as quickly as possible, while you’re still fresh in a new acquaintance’s mind. Waiting to design the “ideal” follow-up can sometimes derail you. For instance, a new contact may have requested that you send them a brochure.

If you don’t have a brochure, but are planning to do one soon, you might be tempted to delay following up. I encourage you to resist that temptation, and instead at least do a quick follow-up with a hand-written note or phone call.

"As I grow older, I pay less attention to what people say. I just watch what they do."
~ Andrew Carnegie

The same thing goes for leads provided by contacts. When someone offers you a lead, try to make that initial contact with the lead SOON. The last thing you want (and I know, because I’m sometimes guilty of delaying) is for a person who’s provided you with a lead to ask, “so
how did you make out with ________? Were they interested?” and for you to have to say,“oh, I haven’t contacted her yet.” Ouch.

So – a few quick thoughts on improving your follow-up system for networking:

1. Decide what works for you – a standard package you send out, a hand-written note, a telephone call.
2. Use a time management system! I’m in the process of upgrading mine right now, and I guarantee you it will make a big difference in your efficiency. It doesn’t matter so much what kind (software program, day-timer) it is, what matters is that you use it religiously and that it works for YOU. I use ACT! Software and 3-Com’s Palm Pilot (hand-held electronic organizer), which allows me to synchronize what I do outside of the office with what I do on the computer at the office. Manage your leads, schedule and follow-up “to
   do’s” with whatever system you use.
3. Set a standard for yourself as to an acceptable timeframe within which to follow-up with people, be it 2 days, one week, or one month. Let people know when they might expect to hear from you.
4. Pay attention to your results! Record them in your time management system. Know how your contact base has expanded as a result of your networking activities, and track where your new business comes from.

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