Working the Room Is Just One Part of the Job
Sometimes the follow-up portion of the networking equation is not palatable because it can feel so contrived as if we’re using people for what they can do for us.
Contact
2008-04-02
PrintSome expert networkers, at least the ones who are comfortable going up to strangers at a networking event, fall short when it’s time to follow-up. I don’t really know anyone who loves to follow up with people. It’s sort of a set-up for rejection and even failure, but it’s absolutely necessary when you’re building your list. I want to emphasize that I’m not just talking about the kind of networking that hopefully leads to a new job if that’s in fact what you’re after. I’m talking also about simply connecting with people so that you become the go-to person in someone else’s time of need. It’s human nature for us to hand off work, for example, to people we believe will get the job done. Or when we recommend someone to a colleague we’re putting our faith in someone who will hopefully make us proud and not embarrass us in any way whatsoever. After all, our credibility is on the line. But you can’t recommend people or hand work off into capable hands if you don’t expand your network.
Sometimes the follow-up portion of the networking equation is not palatable because it can feel so contrived as if we’re using people for what they can do for us. But if you approach networking as if you’re using people, well, that’s how you’re going to be perceived. But if you’re honest in your approach and really enjoy the process, that will show as well. So it’s critical to write a note (that’s right: put a pen in your hand, invest in some personal stationery, and write a note, the kind where you put a real stamp in the upper right corner of the envelope . . . ), pick up the phone, and/or send an email to people with whom you’ve connected. But don’t wait too long. And remember, too, that there’s very little to lose here. If you never hear back, okay then. But perhaps someone you’ve met saw or heard something in you that might help his or her career.
Whenever I give a talk about mentoring I always remind my audiences that you never know who might be looking to you as a mentor. In the same way, you never know when you’ve influenced someone, made a tiny impact even. In most cases, we really don’t know, because we don’t follow up. Sometimes, following up is inappropriate or impossible. You meet someone on plane. He tells you his life story (which we’re going to assume for this post is the truth) and something he says really moves you. But once you get off the plane and return to your life you realize that it’s highly unlikely that you’ll ever meet again. But at networking events and business meetings where people exchange business cards it’s really expected that you will reconnect. But someone has to make the first move.
Sometimes the follow-up portion of the networking equation is not palatable because it can feel so contrived as if we’re using people for what they can do for us. But if you approach networking as if you’re using people, well, that’s how you’re going to be perceived. But if you’re honest in your approach and really enjoy the process, that will show as well. So it’s critical to write a note (that’s right: put a pen in your hand, invest in some personal stationery, and write a note, the kind where you put a real stamp in the upper right corner of the envelope . . . ), pick up the phone, and/or send an email to people with whom you’ve connected. But don’t wait too long. And remember, too, that there’s very little to lose here. If you never hear back, okay then. But perhaps someone you’ve met saw or heard something in you that might help his or her career.
Whenever I give a talk about mentoring I always remind my audiences that you never know who might be looking to you as a mentor. In the same way, you never know when you’ve influenced someone, made a tiny impact even. In most cases, we really don’t know, because we don’t follow up. Sometimes, following up is inappropriate or impossible. You meet someone on plane. He tells you his life story (which we’re going to assume for this post is the truth) and something he says really moves you. But once you get off the plane and return to your life you realize that it’s highly unlikely that you’ll ever meet again. But at networking events and business meetings where people exchange business cards it’s really expected that you will reconnect. But someone has to make the first move.
