Networking Crisis, Solved: How to Follow Up With a New Contact

My recent post “If You Hate Networking, You’re Not Doing it Right — 5 Tips for Getting Comfortable With Networking” garnered this comment from reader Heather Cottrell:

Great basic, down-to-earth tips Kristen. And what’s the next step? I’m OK (not great) at meeting new people, and exchanging cards, but it never goes anywhere, because I’m awful at follow-up. It seems everyone I meet is awful too because no matter how many cards I exchange I never hear from anyone, nor contact anyone.

Would love to hear post-networking-event advice!

Here at your favorite women’s business blog, we aim to please, so here we go.

I’m appalled, but not surprised, to learn that Heather never hears from anyone after a networking event. Surely someone gets the concept … but apparently not! Let’s solve this problem right now. Here are three things you need to know about following up after meeting a new contact:

• Following up with someone you meet at a networking event is not annoying, rude, or inappropriate. The reason they gave you a card is that they want to keep in touch with you.
• Following up does not have to be some big, elaborate thing. A quick e-mail or handwritten note that says, “Hi, So-and-So, It was great to meet you at EVENT. Please don’t hesitate to give me a call if I can ever be of assistance,” is totally fine.
• Following up is the only way to ensure that the relationship will go somewhere. If Heather’s experience is any indication, and I assure you that it is, you can’t count on the new people you meet to follow up after the fact. To maintain the relationship, even peripherally, will require action on your part.

Not sure what to say when you follow up? Here are recent follow-up notes I sent after returning from SOBCon08:

To: Chris Brogan
Subject: Overdue “nice to meet you”

Hey, Chris,

Just wanted to let you know how much I enjoyed meeting you at SOBCon. Your presentation was a blast and you are a super cool guy. Please let me know if I can ever do anything to help you out.

Cheers,
Kristen

To: Anita Bruzzese
Subject: Just following up on SOBCon08 and your book

Hey, Anita,

Thank you again for the review copy of 45 Things. I cannot put it down! I find myself laughing out loud and agreeing with you, apparently rather loudly, because my husband now things I’m a kook who talks to herself!

I so look forward to keeping in touch! I feel I really lucked out with you as my tablemate at SOBCon. :)

Cheers,
Kristen

To: Colleen Wainright
Subject: Great to meet you at SOBCon

Hi, Colleen,

Just wanted to drop a quick note and reiterate how nice it was to meet you at SOBCon. Will you be at BlogHer or BWE later this year?

Cheers,
Kristen King

Short, sweet, to the point. There’s even a formula, which you may have noticed:

• Include the name of the event in the subject and/or first line of the message.
• “It was nice to meet you” or “I enjoyed meeting you.”
• If you’ve taken too long to follow up, acknowledge it.
• Reference to something specific that happened at the event or will happen in the future.
• Offer something if you’ve got something to give (but don’t ask for a sale).
• Use your last name if you’re not certain they’ll remember you.
• Include a signature with your contact info.

Now it’s your turn. How do you follow up with new contacts? Leave a comment and show us how it’s done.

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