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Liz Milton
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Liz Milton   My Press Releases

Following Up After a Networking Meeting.

Published on 3/15/2016
For additional information  Click Here

I recently "suffered" from a following up call made after a networking meeting. It was so badly done. Let me share with you what happened and then share a better way.

The call went like this "Hey, Liz - I wanted to catch up with you and tell you about our products..."

And she just launched straight into the spiel about how wonderful they were and on and on and on she went...

Sad to say, I couldn't even remember who she was - her name didn't sound familiar at all.

Eventually, she ran out of things to say about the products  and how they had transformed her life and the lives of the people who had tried them.

She must have realised I was being very non-committal.

It was clear that was the purpose of the call was to "get me" as a customer. She never asked me outright - which is one point in her favour. I didn't need her products.

I was already buying them from another company, though she had no way of knowing that, as she never asked.

When she realised I was not buying,she very curtly asked :

"So what do you do, Liz? Can I have a look at your website?" 

It would have been rude to refuse, even though I couldn't wait to get her off the phone. I knew she was merely being polite and wasn't at all interested, but didn't like to say so. I gave her the web address. I doubt if she will even look at it.

So, where did she go wrong? How could she have handled the situation better?
When you have to follow up after a networking meeting, begin with the end in mind - what are you trying to do, make a friend or make a sale?

In the long run, making a friend will will be much more worthwhile to both of you.

Ideally, you will ring your new contact the next day (so she got that part right!)...

Introduce yourself and pay them a genuine compliment - (the tie they were wearing, the colour of their dress etc)

She may not remember you - she may have collected scores of cards, so be prepared to jog their memory - I was one one with the blue scarf etc

Be genuine. Tell her how much you enjoyed meeting her. Remind them of something that happened to you both - something that amused you both, for example, if you can.

Make it easy for her to remember you.

Ask about her business.

Ask her to tell you about the type of people she's looking for - who would be her ideal client?

People are amazed at this approach, as it is often at this stage that the person following up gives a full sales pitch. 

If you genuinely want to know how you can help her, you'll  be so different to all the other calls she'll get from networking meetings.

And because what goes around, comes around, she will, in the long run, want to know more about your business and how she can help you.
But don't tell her anything about your business at this stage. That's not the purpose of your call.

If she asks, tell her as briefly as possible. (You don't want to appear to be evasive. Prepare for this beforehand, so you don't stutter and stumble)...

Just give the briefest of overviews of your business and immediately move the conversation back to her business. 

If you can send her some referrals straight away, do.

If not, tell her you will be looking out for referrals for her - empahise how much you enjoyed meeeting her - and get off the phone.

Hopefully, by the next meeting, you will have been able to send someone her way.
Why does this way of following up after a networking meeting work?

You have just made a friend.
You have shown interest in her and her business.

Your new friend is far more interested in talking about herself and her business, rather than listening to you. It's human nature...

The chances are she hasn't even realised that she knows very little about your business. She will really appreciate your interest in hers.
When the time comes for you to tell her more your business, you can be sure she will do her utmost to help you.

It's the law of reciprocity at work. And that's when building your business becomes even easier.

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