Two-Step Follow-Up

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 connections they meet. They come back with business cards that end up sitting on their desk – often for weeks or months. Not following up on these leads is costing you money and opportunity.

So for 2010, implement a system so you don’t continue to miss out. 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. Then I file the business cards in my electronic address book. No more digging through a pile of business cards looking for that person I 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!

By fiona, December 28th, 2009   |   in   Sales   |   3 comments

3 Comments so far

  1. Sarah December 29th, 2009 5:38 pm

    It’s a great idea to block off time the day after to do the followup. That way it doesn’t get stuck in the “roundtoit” file (you only go into that file when you get “around to it”).
    Thanks!
    Sarah

  2. Fiona December 31st, 2009 10:04 am

    Sarah:
    Ah yes – the “roundtoit” file! My ongoing passion has been to get rid of that file permanently.
    Fiona

  3. Isabelle December 31st, 2009 1:08 pm

    Yes…following up right away is key. I have the same 48 hour rule and it’s been working very well.

    What I like the most is that people really don’t expect it…’cause your card is definitely in their “roundtoit” pile!

    The key here is to remain consistent with that rule and to treat that blocked time like you would a client meeting.

    Thanks for a great reminder Fiona.
    Isabelle

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