The Art of the Follow-Up: What to do, how to do it, and when to do it.

So you just got back from a conference or networking event and you are excited about the prospects you connected with, now what?

Don't get lost in the land of overwhelm and procrastination ... apply the following tips and watch your contacts grow into connections and contracts.

Here is what you need to do:

1. organize the business cards into 3 piles

• pile #1 - follow up with answers to questions they asked when you met
• pile #2 - follow up with potential resources so you can further your relationship with them
• pile #3 - put them into your general mailing list

Now, send a handwritten thank you note to the people in pile #1 and pile #2. A handwritten note is memorable and sets you apart - most importantly, it shows that you are committed to the relationship. Be sure to customize your notes with your address and contact information.

Next, connect with all your contacts on LinkedIn and other social media channels.

Finally, enter the business cards into a database.

2. set up a follow up system

• do your homework on the company and the company rep: what is the best way to communicate with them, sign up for their mailing list, join industry groups to which they belong
• does your prospect have your current Capabilities Statement?
• does your prospect know that you are interested in first and second tier opportunities?

3. set contact goals

• It is important to set outreach goals and to stick to them
• Establish a calendar system for keeping in contact. Remember it can take up to 7 touches to make an impression. Be creative in how you will provide them.
• determine how you will keep in contact: email? phone calls? meetings?
• determine how often you will keep in contact: monthly? quarterly? annually?

It has been said that '"people do business with people they know, they like, and they trust. It starts with a relationship..."

Here are some examples of how you can build a solid relationship:

• Be a resource! Make sure your prospect identifies you as someone who is a resource. Remember they think in terms of W.I.F.M. (What's in it for me?) Reach out to them with info and referrals at first: don't just focus on WIFM from your own perspective.
• On-going contact. The best way to establish a relationship by staying in touch so you can be top of mind. Keep up to date on what is going on in the prospect's field: show your interest and help them look good. Join industry specific networking groups.
• Re-evaluate your goals. Make sure you keep your prospects up to date on what's going on with your business. Make sure your prospect is still aligned with why you originally formed a relationship with them. Determine if you want to continue to pursue the relationship.

Follow up! Luck is where opportunity meets preparation. What would you add to this list?

My mission: to coach & mentor women entrepreneurs in developing their business through connections, creativity, & courage. If you are interested in certification or in coaching for scaling or transitioning your business, I invite you to get in touch at nancyallen@womensbusiness.info.

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