Not following up on initial contacts is the single biggest networking failure that people make. Once you’ve made that first networking contact, it’s essential that you keep building on it. As a first step, make sure to call, email or send a note to people you’ve connected with. It can be a simple “nice to have met you”.

Now is NOT the time to start selling unless they’ve indicated that they are interested in your product or service. Remember the purpose here, is to build a relationship – not land a client.

But don’t stop there! A few weeks after your first follow-up contact with someone, follow up again. Here are some reasons to make a second contact.

• Invite the contact to an event that’s of interest to them
• Send articles, news or information that may interest them
• Arrange a meeting or introduction with someone the contact wants to know
• Give them a referral or lead
• Follow up on a topic of conversation
• Send a thank you card or congratulations on a success
• Ask for help for something you need – a contact, some information etc.

TIPS to Master Your Follow-Up:

Nurture your network by staying in touch even when you don’t need anything. Make calls and send notes even when it is not directly business related. As you stay in touch with people, they will remember you.

Each week, call one person with whom you haven’t spoken for the past 90 days. Give that person an idea for his or her business, a thought, or a new promotion you might have. It’s a way of staying in touch and keeping the relationship going.

Devote at least 20 minutes to networking per day. Developing relationships is a process – one that takes time and contacts. Schedule time to write notes or make phone calls - just for the sole purpose of staying in touch.

Follow-up notes should have follow-up points. For example, thank people for something specific, introduce a new element to stimulate interest (such as an industry development), and conclude with a “next step,” such as, “I’ll call you again in a few weeks” or “I’ll see you at next month’s meeting”.

Mail out personal notes or cards. People don’t usually replay phone messages or re-read emails but a real card received in the mail is often kept and has a much longer ‘shelf-life’ not to mention a personal touch.

Follow up is one of the simplest and most powerful techniques to enhance your networking. But remember: the purpose of follow-up is to connect, NOT SELL!