How to Follow-up on Business Leads

So, you've attended a networking function and received a stack of business cards. Now what? Learn tricks to remembering leads and how to follow-up on them.

Instructions

Difficulty: Moderately Easy

Things You’ll Need:

• The stack of business cards that you received from other people.
• A telephone or access to e-mail.

1. Use the Back After (or even during) a networking function, write on the back of the card what function you met the person at and the date (this is especially helpful if you attend several functions in one day). The back of the card is a great place to write down something memorable about the person who handed you the card. That way, when the person tells you who their best referral is, or if there was a specific topic you discussed, it will trigger the memory of both of you when you follow-up. Remember that one of the cardinal rules to good networking is to not go into "SELL MODE" and to constantly ask, "How can I help you"?
2. Send a Thank You Email Write an "It was a pleasure meeting you today" e-mail. Although it can be general for the most part, try to make it specific to each case (which is why you wrote on the back, right)? For example: Dear Joan, it was a pleasure meeting you today at the Chamber luncheon (or, if it takes you longer than one day, you can say, "Chamber luncheon on 4.7.08"). You can easily copy the e-mail you write and change the name and function if necessary without having to re-write the whole thing. You can also request a one-on-one meeting with the person at this time if you felt they can be a good contact for you.
3. Phone Call Place a follow-up call approximately one week after your e-mail. Even if you get their voice-mail, you can easily leave a message and it will again place your name and company in the fore-front of their minds.
4. Do Not Harass Finally, depending on your "Sales Style" you can continue to follow-up. There is a fine line between harassing someone and following-up. Additionally, do not be "false" in the reason for your call. If after a couple of calls there is no response from the person, it is best to focus your energies elsewhere and take comfort that if they do need something in the future, that they will have your business card and will call you.

Tips & Warnings

• For those who send out a monthly newsletter - Just because you received a card at a networking function does NOT give you permission to send your newsletter unsolicited. However, in the "It was a pleasure meeting you" e-mail, you may ask the individual if they would be interested. This may also start a dialogue and a positive business relationship moving forward.