FM Walsh & Associates Inc.

People often question the value of going to networking events, tradeshows or conferences. They comment that the time spent out of the office is not a good investment as they rarely have the time to do follow-up with any prospects or connections they meet. They come back with business cards that end up sitting on their desk - often for weeks or months. Something you mean to get around to doing one day. Not following up on these leads is costing you money so let me outline a simple system you can put in place to use for every event you go to, so you don’t lose out. Here’s what I do:

1. Define clear objectives for every event I go to. What do I want to accomplish by going? Are there particular people or companies I want to meet? Connect with the speaker or the organizers? Before I walk through the door I know exactly what I’m looking to do.

2. Block off time in the morning the day after the event to do follow-up.

3. When someone gives me their card I’ll make a quick note of anything I need to do or remember about them; then I put all the cards into one place while I’m at the event.

4. The next day, I’ll pull out all the cards and determine the next action I need to take with each person - arrange coffee, book a presentation, call them to discuss training or coaching, or send them information they asked for. Then I do it right away. My rule is that all follow-up after an event has to be done within 2 business days of meeting that person. By blocking off 2 hours the morning after the event for follow-up, I get it all accomplished.

5. File the business cards - use the system you prefer - paper or electronic. Just make sure you get it done quickly. There is nothing more frustrating than having to dig through a pile of business cards looking for that person you want to get in touch with.

Implement this simple system and you’ll be surprised at how little time it does take and how many opportunities that will open up!