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Multiply Networking Power (Business Edition)

Date : 2008-01-16

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Multiply your networking power

Mary regularly attends networking events and usually returns to her office with 10 to 15 new contacts. She adds the new business cards to the stack already in her desk drawer and goes about her day. She is pleased that she is making so many contacts but a bit baffled that her client list isn’t growing, her bottom line isn’t increasing and she rarely hears from these new contacts.

Does this scenario sound familiar? Are you constantly networking without

achieving the results you want? Consistent communication after the event is equally important if you want to form lasting business relationships. Plan to communicate with a prospect or client a minimum of six times a year. Once a month is even better.

Here are seven ways to multiply your networking power:

1. Keep your database up to date. When you capture contact information in a database, you are increasing opportunities to grow your network. Use appropriate software so the information can be used in multiple situations such as printing mailing addresses, developing personalized letters and sending emails. Get into the habit of updating information on a regular basis.

2. Send a follow-up message. When you meet someone at an event, send a follow-up e-mail within 24 hours. Refer to your conversation.

3. Set up a meeting. If you promised to schedule a meeting, do so immediately before the opportunity slips by you.

4. Stay in touch on a regular basis. Make it easy to stay in touch by developing a communications plan. Consider a monthly e-newsletter or direct mail piece, depending on your target audience. Whichever you choose, give your prospects and customers at least one nugget of information so they will continue to read. This could include new product or service information presented from the customer’s point of view or tips related to your area of expertise.

5. Send a handwritten note. Handwritten notes are memorable because we send and receive them so infrequently. Take advantage of this. Acknowledge a promotion, award or special day with a note. Send a thank you note when you finish a project for a client.

6. Share information. Did you read an article or book that might be of interest to one of your contacts? Share that information.

7. Have a memorable, consistent message. Every business should have a memorable, consistent message that addresses your customers’ pain points, explains your solution and differentiates you from your competition. Use your message whenever you can.

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