I exchanged my business card with over 40 people at a recent speed networking event. I anticipate less than 10 will follow up, and about 2 will get in right from a networking perspective.

That’s about normal. 2 out of 40 = 5%. I’m no saint either. I often fail to follow up because I’m “too busy”. Or when I do, I screw it all up.

I’m assuming we’ve all made mistakes.

We get so excited to talk about ourselves/our product/our needs, we often forget the other person’s name.

The Phone Call

One person did take the initiative to follow up. So I applaud him for that.

Unfortunately, he stuck out swinging. And I was reminded of three important lessons.  Let me share them with you.

Here’s what happened:

I receive a call unexpectedly on my cell phone.

As I’m walking into the auto store to replace a headlight bulb on my car.

On Saturday morning.

Coffee in one hand.  Daughter in the other.

STRIKE ONE

Lesson: Never cold call someone on a Saturday or Sunday to talk business. Weekends are sacred.

He immediately jumps into conversation about when we met.

STRIKE TWO

Lesson: Use email (or LinkedIn, Twitter, etc) to initiate the follow up and to schedule a phone conversation at a later date.  Always respect someone’s time first.

The phone call continues.

He then asks me what my business is all about.

I ask, “Do you have my business card?”

(I already knew the answer)

He responds, “Yes, right here. That’s why I called.”

“Did you see my website address on the front and back of the card?”

“Yes, I do.”

“Why don’t you take the time to review my business information online, and then we can talk.”

“That’s a good idea.”

STRIKE THREE

Lesson: Always do your homework before talking to someone you just met.  If it is an entrepreneur, go to her website.  Review the person’s profile on LinkedIn.  Discover what they are currently reading.  ANYTHING!

As I write this, I remind myself to start with this step.  Always look for something you have in common with someone else. Be a person first, not a salesman.

Remember that networking isn’t about that first line of contact. It’s about the referral you never expected.  But if you treat people respectfully, the referrals will come to those who pay it forward.

If interested, here are 15 more networking tips I picked up from the recent event.

(By the way, I have yet to hear back from the guy. He may be a great person. I just hope he goes back to the batting cage to practice his swing.)

What are your thoughts?

Do conversations like this happen to you?

Thanks,

Brent

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