Here’s a guest blog from SalesRadar, who are exhibiting at The Business Networking Show.
So, your mind is buzzing with all manner of possibilities and your pocket bursting with business cards after a splendid business networking event, but what do you do now to ensure a hard day’s work doesn’t go to waste?
All manner of interesting conversations with fascinating people will count for nothing unless you realise that networking is just the starting point.
You now need to think about a way to develop the conversations you’ve had and turn them into long term, meaningful relationships – those where the people you’ve met are hopefully going to be confident enough to refer you on to colleagues and associates, and hopefully, vice versa.
The relationships you develop through the people you meet are an integral part of business and if you end up selling to them directly as a consequence, then that’s great but it shouldn’t be your main focus.
Many people leave networking events full of gusto for what’s going to happen next but the reality is often nothing really happens at all and business cards are thrown in drawers and forgotten about.
It’s simply alarming how many people actually meet someone, have a great rapport, but then never follow up and keep those people on their radar. This inability to keep in touch must account for thousands of missed opportunities every year.
So, let’s get going and give you the tips you need to follow up like a pro!
Email, LinkedIn. Keep the conversation going. Drop them a quick email to thank them for their time and say how much you enjoyed chatting to them – if you’ve picked up any personal info about them i.e. they’re a Man United fan, then mention that too! People love that you’re interested in them. Also, look them up on LinkedIn and connect there too. If there is some potential to further the relationship, then make notes before you leave and always follow through.
Second meeting? If there is some synergy between you or both of you agree there’s an opportunity, then agree to meet up again. This might take place quite quickly or it could happen after a further call but don’t be too pushy, there’s nothing more off putting than being over bearing with someone you’ve just met. Give the relationship time to develop.
Manage your sales process. Once back at base, you need to think about how you are going to manage the process, so rather than shuffling business cards around in your drawer again, look into sales software solutions that can help you manage that process more effectively. Of course, any follow up contact probably won’t lead to a sale straight away, but it could mean that keeping them on your radar means that they could become a customer further down the line or they remember you when a contact needs what you do!
It’s not all about you! Sadly, too many people go to networking events to see what they can get out of it instantly. Never do this! Really think about how you can help or add value to the contact you’ve made – make it a two way thing. Maybe, you can help them out by introducing them to a contact of your own or suggest possible solutions to a problem they may have. If you can give them an opportunity, then there’s a good chance they’ll help you out too. It’s all about give and take.
At the end of the day, always be patient and helpful and work diligently at keeping in touch. Add value wherever you can and help people out – this will prove your credibility, which will hopefully lead to more sales and business growth.
We are exhibiting at The Business Networking Show so pop along and say hello, we’re a friendly bunch!
The SalesRadar team