Following Up with Finesse

An old adage says that 80 percent of success is just showing up. But how do you accomplish that other 20 percent – particularly following a networking event like a tradeshow or membership meeting? What comes after collecting a stack of business cards – and handing out plenty of your own, of course – to turn new acquaintances into useful business resources?
The follow-up is easily one of the most crucial steps in the networking process. There’s a certain window of time in which you can reconnect with those you’ve just met to show your proactivity and willingness to invest time and effort into a new business relationship.
How do you make that important next step? Here are some ideas for following up flawlessly:

• Be organized – Upon returning to the office following a networking event, take time to prioritize your new stack of business cards by those with whom you want to follow up within 48 hours, those you plan to contact within a week, and those to whom you’ll reach out in a few weeks. By breaking up the sometimes daunting task of following up into manageable pieces, you’ll be able to take on the challenge with confidence.
• Plan with goals – Set a measurable goal for following up, such as getting three face-to-face meetings (whether that be over coffee or lunch, or merely in the office) out of each networking event you attend. Remember, in today’s connected world, there are a plethora of communication channels you can use in following up. Put some thought into which method will connect best with that individual and how you want to present yourself.
• Look for cues – Treat networking like going on a scavenger hunt, gathering personal clues and cues all around. People love to talk about themselves – particularly about their children, pets, or hobbies/interests. Find the common ground when you meet new people – and then remember and reference it when following up. Did he mention an upcoming trip? Respond with a suggested restaurant or tour book. Did her son have a baseball game? Ask about how the game went. Show a genuine interest in them, not just in what they can offer you business-wise. Jot down talking points before calling, or draft an email and then come back to it after a few hours before sending. Be sure to put your best foot forward.
• Prepare for any response – Keep in mind that despite your most valiant efforts, not everyone to whom you reach out will respond in kind. It could be that they’re not interested in fostering a relationship; it could simply be that they’re too busy and don’t have the bandwidth to invest in a new relationship at the moment. Don’t get discouraged. If they don’t respond to your first contact, wait a week and reach out via a different medium. If that doesn’t take, then perhaps try once more, but beyond that, let it go. Your paths may cross again at a better time for your contact. Also, when making a meeting request, be sure to ask in a way where “no” is a viable response for them. Providing that level of ease right off the bat shows professionalism and confidence that are the building blocks for a successful business relationship.

Can You Teach an Old Dog New Tricks?

The world seems to be moving so quickly and it seems to be getting worse the older I get.  Just a few years ago, a website was required for business and the way to drive traffic to the site was to put key words in the meta tags and do a pay-per-click campaign to rise to the top of an internet search. The other way I did it was the old fashioned way where I just handed out my business card and those who wanted to learn more about me and my organization would go to the website.

Now, Google frequently changes their algorythms and it is really complicated to be in the top ranked businesses in a search; social media is now in the forefront and old fuddy duddys like me are confounded about how it all works.

I never thought I would refer to myself as a fuddy duddy but this social thing as far as I can tell is a lot of work to maintain because as a business person, I probably should be consistently posting on Linkedin, Twitter, and Facebook at a minimum, let alone Instagram, Google +, and others I don't even know about.

A client and friend of mine who works for an online marketing company tells me how complex things have gotten where they have specific departments specializing in doing nothing but learning what algorythm Google has changed so they can keep their clients on top of page in search results.  And, those search results are organic v. paid where they have done "all the right things" to get found online.

So that leads me to my own quandery... How am I going to handle my social media to get found online and drive sales leads.  It is a whole strategy that requires a bit of thought and can't be executed by the seat of my pants even though I have a tendancy to do that some times.

I'd like to know, what methods are you using to get you and your business found online?

Thanks for the feedback!  //Loren