Networking, Networking and Follow-up

I am a member of several networking groups and organizations. I have found that networking is a talent. I am amazed at the great people that I meet through networking groups both in person and on-line. I am also amazed at the number of people that don't do any follow-up following the networking.

I've actually created a networking plan. Now, I can't say that I always follow it to the letter but it has helped me to focus my networking efforts. The plan came about because I found myself in several networking groups and didn't feel that I was really getting the business I expected from them. I decided to make my networking efforts more intentional and focused on producing some results. I evaluate each networking group based on the results that I am producing in the group. I find that networking can be an expensive venture, especially as a business owner, with no one else paying the dues or meeting fees. So, it had to be working for me to continue to do it.

My plan includes: goals, a step by step plan and a follow-up component.

My goals are to:

1. add 8 new contacts a month to my database/leads list and categorize each contact based on the group where the contact came from, and the type of service/product that might be appropriate. (for me, this means that they get grouped by the size of their business).
2. meet one on one with at least 3 new contacts per month
3. get 5 new leads/clients quarterly

I use an "audio" logo when I meet people and it is ever changing. Creating an audio logo for your business gives people information about you quickly and engages them in conversation. I learned the concept of an audio logo from Robert Middleton, of Action Plan Marketing. The audio logo eliminates the label of "I'm a business coach" and moves me directly into who I work with and the problem or pain that I address. "I work with business owners and leaders that are frustrated with the results they are producing in their company."

The audio logo intentionally doesn't tell the person how I do what I do. The goal is to engage in conversation about my business. To leave them hanging so that they want to know, they need to know, because they feel like they don't have enough info.

Back to my networking plan. Also in the plan is to attend the meetings regularly. You can't be an effective networker if you are not present. There are too many other people there and you are quickly forgotten. I work to send each person a follow-up email in the next couple of days. I find that very few people do this. I also, find that not everyone acknowledges that I have.

For people that I had longer conversations with that I feel might have a good lead for me or might be in need of my services themselves, I set up a one on one meeting for breakfast or lunch. It's not a hard sales lunch ( I'm not very good at the hard sales approach). It's a relationship building lunch. A chance to get to know them better and for them to get to know me better.

I also add them to my database so that they receive regular communications from me. I call that my "keep in touch" marketing. I find that people that I have met years ago, know who I am because of my "keep in touch" marketing approach. It helps me to continue to build the relationship, the trust and move into a client relationship down the road.

What is your networking plan? Do you follow-up with people after you meet them? Do you think of ways that you can help them in their business? Do you network with intention or are you just hoping it pays off?

Call me to create an effective plan for your business.