Business Networking Part 7 – Success is in The Follow Up

The most important goal of a follow–up call is to secure a sale. … Besides additional sales, a good relationship and trust gained from follow–up calls you’ve made will encourage consumers to purchase from you again. And if you’ve done a really good job with follow–up calls—they may just refer some new business your way.

Networking is both a Science and an Art. In this Networking Series, I’m going to cover the science of networking including the different types of networking groups, the different type of networking formats, and what to look for in networking groups. I’m also going to cover the Art of Networking so you can choose the right groups to spend your precious time at, build long-lasting relationships, and maximize your impact in your ever growing sphere of influence.

This course is for you if

1. You just got a job or started a business and need to expand your sphere of influence.
2. You’re in a new position that requires you to meet new people in order to get new business.
3. You’re tired of spending all your time going to networking events without getting any results or you’re tired of dealing with people who just want to sell you things.
4. You want to get better at building long-lasting, solid relationships and a long-lasting referral business.

In this training on Networking, we’re going to cover the power of follow-ups. As someone once said, “The gold is in the follow-up.” We’ll discuss some follow-up strategies and techniques you can use to maximize your business and help you find quality business partners to work with.

According to a study done by the Association of Sales Executives, 81% of all sales happen on or after the fifth contact. Years ago, IBM did a study that said that sales occur after 7 contacts. If all you do is go to networking events and pass out business cards and then “HOPE” the business will come flooding in, you’re in for a big surprise.

Following-up with people, contacts, prospects should be a part of every business strategy if you want to maximize your success. Before you can establish a follow-up strategy though, you have to determine who you’re following up with.

There’s another saying out there that goes something like, “People like to do business with people they know, like, and trust.” Of course, this also plays into the 5 or 7 contacts I just mentioned above. And to take it a step further, if they feel like YOU know THEM, then that’s where the magic happens.

If you can convince them that you know their situation, you know their challenges, and you can fix it, then they’ll want to work with you. Therefore; it’s important that you have a different message for different people. We call this segmentation.

Humans are social animals. Scientists have demonstrated that interaction with other people improves our mental health . Business is also dependent on social interactions. We all need each other for nearly everything. Every time, the “Pay it Forward” strategy works. Give before you get. It is better to help people now than later.

Networking is a way to foster teamwork. Working with friends or colleagues in business, sport, or non-profit organizations allows us to accomplish more. Collaboration helps us solve large problems that require different expertise. According to an African proverb, “If you want speed, go alone. If you want to get far, go with your friends.” Working with people builds trust and respect. We can leverage our expertise, experience, and networks by working together more intensively and for longer periods of time.

Bonus: Each lecture comes with a downloadable MP3 version so you can take us in your car, to the gym, while walking the dog and revisit all the valuable lessons in this course!