The follow-up is crucial in power networking. You can meet a hundred people a day but nothing will ever happen if you don’t follow up with them. This is how your initial meeting grows into a relationship, and that’s what you should be aiming for.

Why We Don’t Follow-up

There are several reasons why people don’t follow up. You may assume that your story was so good and your value to the other person so obvious that the other person will eventually contact you. The new contact may have promised to contact you and they may have been genuine about it, but people forget. As time passes, that opportunity disappears.

Your Follow-up Schedule

Every time you make new contacts, make a note on your calendar to follow-up with them. It’s best to follow up as soon as possible, preferably within 24 to 48 hours of meeting the new contact. Most people don’t follow up for several days or even a week. When you follow up quickly, you stand out from the others.

Who Is This Again?

Start by reminding the person who you are. Give them your name and when and where they met you. Never assume that they’ll remember you by your name alone. If following up by email, put your name and any other possible information in the subject line so they don’t think it’s spam. There’s a good chance they won’t recognize your email address.

And don’t forget to connect to all your contacts on social media too!

Show That You Were Listening

Refer to something specific in the conversation you had with them. This shows that you remembered them and took an interest in them, which reaffirms the connection you made.

At a networking event you may meet dozens of people, so how do you remember these little details? Get into a routine of taking notes. Try to take notes during a quiet moment during the event or on your cell phone. Try not to be obvious about it.

The Next Step

The final element of a follow-up is to continue the conversation. This leads the interaction to the next step. Otherwise, you’re just saying ‘hi.’ Continuing the conversation may include asking for more information, sharing something you think they’d like, offering some kind of help, or arranging to meet again.

Follow-up Etiquette

In your follow-up, be real and authentic. Don’t try to hide your true intentions and just like the initial meeting, strive to be positive and make a good impression. Be transparent and real, but don’t sound needy.

If you’re following up by email, be extra polite and friendly. Over email, the person can’t see your facial expression or hear the tone of your voice, so it’s very important to make sure they don’t misunderstand what you say. Email can seem cold, so make an extra effort to be warm and friendly.

The Goal of Your Follow-up

Think of your follow-up as a chance to get to know the person better, as well as an important step towards achieving your networking goals. The focus should be to deepen your mutual relationship and the connections and benefits will come naturally.