Three Ways To Follow Up After A Conference

This post originally appear on August 8, 2011.  It was too good not to share again (2013 edited version)

People attend business conferences and events all the time with the hopes to make meaningful connections.  The meetings business is a huge industry and even through the rough economic years and the increase in online options, there is a plethora of face-to-face gatherings.

A main reason people attend business events is for the "networking opportunities", however once they get there they stink at making meaningful connections.

Worse is when people make a contact at an event they rarely follow up.  Meeting someone once does not make them part of your network.... it makes them someone you met once.  There is a huge difference between having a brief chat at a convention and establishing a long-term and mutually beneficial relationship.

In today's fast-paced and impersonal culture a quickly sent LinkedIn request is often mistaken for an effort to add people to a network.  A social media link is not the same as a friendship that is established through shared experiences.  

To create a real relationship you must have ongoing conversations.  If you want to go beyond just trading information you must "own the follow up".  Meetings are great tools to bring people together, but some conferences invest to create a culture that is more than a few keynotes, breakouts, and meals.  When you are part of something bigger than an "event" you are more excited to follow up with people when you get home.  

Here are a few ideas:

1. Send a handwritten note.  Yes, email is easier and text is concise.  But these communication methods are often part of the ongoing noise that many try to filter out all day.  Many professionals get over 150 emails everyday.  Since so few people send these types of notes they really do stand out.  

2.  Schedule lunch or another activity.  The sooner you get together again the higher the odds you will establish a real friendship. While this works best if you live in the same area, too few people ever take this step even when they work in the same building.  Humans are experiential beings, so when you share experiences you build bonds.

3.  Have a "tele-coffee".  My friend Neen James coined this phrase.... it is where you make coffee in your office, they make coffee in their office across the country (or across the world) and then you have a scheduled conversation via phone or Skype.  This is a great way to have a memorable conversation with those who live far away.

Don't delay in planning for the follow up after a conference (yes, if you want success you need a plan).  The more time that passes they less likely you will ever have any other contact with the people you meet at business events.

What do you do to cultivate the connections you make? 

Have A Great Day.

thom singer

Thom Singer is known as "The Conference Catalyst". He works with meeting planners and conference organizers to set the tone for a meeting. His presentations educate, inspire and motivate attendees to engage deeper in the event and make meaningful connections.  http://www.conferencecatalyst.com 

www.ConferenceCatalyst.com

Follow Through DNA

"I will call you next week to set up lunch".... Ever heard that from someone you know (or just met) only to not ever hear from them about the meal?

Or

You meet someone at a networking event who gets excited to introduce you to someone in their network who needs your product or service.  They take your card and promise to make the introduction right away.  Then radio silence?

Or

A vendor agrees to get you quote ASAP, only to get side-tracked and does not respond while you wait to hear from them?

Does this happen because other people are liars?  Are they selfish or bad people?  Do they ignore you because they are disorganized, lazy or forgetful?

Nope.

These things happen (far too often) because few people have "Follow Through DNA".  They want to follow up. They intend to reach out and do what they said they would do... but they get busy with other stuff and do not realize that their promise to take action had real meaning to somebody else.  Most people mean to get back to you, but they cannot get past their own "stuff", and thus they never follow through.

We live in a society where intention is often equal to action.  People think because they desire to help others in some way, that they have successfully contributed.  To heck with the fact that they built up your hopes, they got busy and expect others to understand and not pass judgement.

We all let things slip (nobody is free of making mistakes), as we are over stimulated with information and a only have limited amounts of time.  There are simply too many choices.  Daily life can be overwhelming.  And maybe you are simply not that important when they have to make choices (this is important to remember:  We all think we are #1, but sometimes we are simply a low priority on what impacts the other person.  However, this does not excuse bad behavior if it happens over and over).

The key is the pattern.  Occasionally failing to follow up is one thing, but there are people who are known for their habit of saying they will do things that never come to fruition.  Having patience often gets one over the hump when someone else is in a temporary crazy-busy situation, but how they behave regularly is a clear sign as to what to expect in the future.

I teach the concept of "Follow Through DNA" in my speaking and training sessions.  It is interesting how it resonates with people. I often hear from people who say once they learned about "Follow Through DNA" they were surprised how often they discover that many people are lacking this trait.

While I am certainly guilty of dropping the ball on tasks, I work very hard to remedy any situation where I stumble. I also feel bad when I fail and try to learn from my own fumbles.  But I find too many people do not care if they fail to follow through, as they do not think that words said casually in conversation have any long-term meaning.

How about you?  Do you regularly do the things that you promise others?  The problem is that people who do not have "Follow Through DNA" often cannot recognize they are lacking in this area.  They see their intentions as proof of their actions.  Saying they will do something is enough to satisfy their own memory.  

When I work with professionals who know they need better skills for execution on their declarations, I encourage them to conduct an action audit.  Make a list of items your promise to do for others after every interaction.  This can be done on paper or electronically, but making a habit of recording intentions will make them real.  The next step is to check back to review if you did what was expected.  This will help you avoid forgetting what you promised, as often the things we are not doing are simple and take little time if we can be reminded.

Another good idea is to talk about this topic with people close to you and ask them if they think you have "Follow Through DNA" or if you could work to find improvement.  I have some friends who keep each other in check and support growth without critique.  

When you notice people in your life who are good at following through, cherish them as an important person in your personal or professional network.... as they are rare.

Have A Great Day.

thom singer

***NOTE - I have developed a new interactive program that can be customized for a keynote, breakout or luncheon speech on the topic of "Follow Through DNA".  If your company, law firm, association, conference, or other organization is seeking a high-energy, educational and motivational speaker..... contact me at (512) 970-0398 or thom (at) thomsinger.com.

Three Ideas To Follow Up With The People You Meet at Business Events

People attend business conferences and events all the time.  The meetings business is a huge industry and even with the rough economy and people talking about online options, there is a plethora of face-to-face gatherings.

A main reason people attend business events is for the "networking opportunities", however once they get there they stink at making meaningful connections.

Worse is when people do meet each other they rarely follow up.  Meeting someone once does not make them part of your network.... it makes them someone you met once.  There is a huge difference between having a brief chat at a convention and establishing a long-term and mutually beneficial relationship.

In today's fast and impersonal culture a fast LinkedIn request is often sent and then folks mistakenly think they are in each other's network.  A social media link is not the same as a friendship.

To create a real relationship you must share experiences and have ongoing conversations.  If you want to go beyond just trading information you must "own the follow up".

Here are a few ideas:

1. Send a handwritten note.  Yes, email is easier... but it is also just part of the ongoing noise.  Many professionals get over 150 emails everyday.  Since so few people send these types of notes they really do stand out.  

2.  Schedule lunch or another activity.  The sooner you get together again the higher the odds you will establish a real friendship. While this only works if you live in the same area, too few people ever take this step.  Humans are experiential beings, so when you share experiences you build bonds.

3.  Have a "tele-coffee".  My friend Neen James coined this phrase.... it is where you make coffee in your office, they make coffee in their office across the country (or across the world) and then you have a scheduled conversation via phone or Skype.  

Don't delay in planning for the follow up after a conference.  The more time that passes they less likely you will ever have any other contact with the people you meet at business events.

What do you do to cultivate the connections you make?

Have A Great Day.

thom singer

Thom Singer is known as "The Conference Catalyst". He works with meeting planners and conference organizers to set the tone for a meeting. His presentations educate, inspire and motivate attendees to engage deeper in the event and make meaningful connections.  http://www.conferencecatalyst.com 

www.ConferenceCatalyst.com

The ABC's of Trade Shows and Conferences - F is for Follow-Up

We all meet amazing people everyday. It does not matter if you are attending a convention, sitting on an airplane, or walking down the street.... there are interesting souls all around you.

But so what?

Meeting someone and having a short conversation does not make them part of your network. They are not even an acquaintance.... instead they are simply someone you have met. We must put in effort to establish the foundation for real connections.

There is a big difference between trading business cards and having an ongoing, long-term and mutually-beneficial relationship.

It is similar to dating. If you are married you most likely did not propose a committed life together the night you met your significant other. It took time to cultivate understanding and respect for each other. There was an intentional effort to get the relationship launched. Over time it grew into a permanent connection, but at first it is volatile and needed specific action steps. The same thing is true with the people you meet when attending a trade show, conference, convention, seminar or other business event.

You cannot assume that the other person will remember you once they get home if you are not memorable.

Out of sight is out of mind. If you do not take the steps to follow-up with people you will end up with nothing more than an old business card or a useless LinkedIn link where years later you have no clue who the other person might be or how you met.

You must "own the follow-up" if you want to create the benefits that come from knowing other people.

Not everyone you meet will become your friend. Strong connections will come with some, but you cannot force a friendship. But leaving it to chance is a guarantee that you will end up with nothing.

Following up means finding a legitimate reason to get yourself connected to the other person. At many of these events you will meet dozens of cool folks, but following up with all of them can be overwhelming... and thus you might do nothing.

After you get home from the event you should select three to five people who stood out in your mind. Write them a note, send them an email or place a call and tell them that they were one of the few who stood out from the crowd. It will make them feel good (how would you feel if someone called you and said the same thing? No, it is not creepy), and if you make them feel good, they will remember you a little longer.

Do not stalk people, if they are not responsive to you, move on to someone else. Not everyone will want to invest the time in you to establish and cultivate a connection. That is okay. Focus on the people who are interested in knowing you, too.

Have A Great Day.

thom singer

Thom Singer is known as "The Conference Catalyst". He works with meeting planners and conference organizers to set the tone for a meeting. His presentations educate, inspire and motivate attendees to engage deeper in the event and make meaningful connections. http://www.conferencecatalyst.com

Do The People In Your Network Know They Can Count On You?

If you have ever heard me speak at a corporate event, or have read one of my books, you know that I believe in the power of business relationships.

I preach that all opportunities come from people, and encourage people to get involved in their community, network, build connections and help others achieve their goals. If they do this correctly and consistently they will reap the rewards and have more referrals.

I know first hand, as I have been blessed by the good nature of hundreds of people who have assisted me throughout my career. Some have said I am lucky to have had mentors, referral sources, friends and others who have delivered me to success. But it was not luck, it was the establishment of long-term and mutually-beneficial relationships..... and based on a true love of people and a desire for meaning in the connections.

Yet it is interesting. The people I have helped are not usually the same people who have helped me along the way. And those who have helped me are not necessarily people to whom I have returned the favor (and they don't mind). One would think that is not fair, but those who understand how a network operates will tell you that "givers give", and it is not about keeping score.

The universe keeps score, and givers can smell a "taker" from a mile away. But real givers know that it is a circle of giving that will come back to them. Remember the movie Pay It Forward?

I am happy to share some advice or make an introduction (when appropriate). I do not expect that same person to run out and make a business referral for me. The people who view "networking" as direct "give and take" will find myself disenchanted with the process for two reasons:

1. Not everyone who you will serve has the right connections to serve you. While I might be able to refer a friend to a real estate agent, that agent may not know anyone who hires keynote speakers, sales trainers, or consultants.

Does that mean I should keep quiet and not make the referral? Or that they should invest months trying to encounter meeting planners? NO. I should make the referral from a place of giving. And nobody should expect the people in their network to be their sales team.

2. Most people just do not have "Follow Through DNA". I witness people all the time who promise to make an introduction (or some other type of positive impact favor). Yet when they get back to their office they get busy. They forget the promise they made to the other person and go on with their life.

These are not bad people. They are not "liars". They really want to help. They mean to do good for others. In fact, in their own mind, they think they did help. They correlate wanting to do good for another person with actually taking action.

Only about 10% of the people I encounter who say they will do something in a networking context really take the next steps.

Many who you meet in your life will not have the ability to help, and most of those who can ---won't. However, this is no excuse to ignore the concept of networking. It only takes a small number of amazing people in your life to propel you to higher levels.

Start by looking at yourself. Do you have "Follow Through DNA"? Those who have it want to associate with other people who have it. It is easier to get things done when you are surrounded by "doers".

Does your network know they can count on you?

Have A Great Day.

thom singer

Choose To Follow Up

Meeting someone does not make them part of your network. Someone you have encountered one time does not know, like or trust you enough be a legitimate friend. There is no foundation.

Too many people mistake "networking" for meeting people. Sure, you have to have an initial crossing of paths to know about each other, but someone you met one time does not really care about you. They meet lots of people. So what?

Meeting someone at an event or online is just a tool to introduction. This is when the real work begins.

How you follow up and create a mutually beneficial relationship is the key to creating success with networking. If you want people to go out of their way to refer you business, share ideas, and have a positive impact on their life... you must find a way to do something for them that makes them feel special.

We live in a busy world. The number of choices that we face everyday is daunting, and it causes people to choose NOT to do new things... which includes meeting new people and letting them into their world. Cultivating honest relationships takes a lot of work, and nobody is excited about taking on additional work. Thus they shut down on networking.

While this might seem like a good answer to a busy life, it is really short-sighted and a stupid choice. We all need people. Nobody can succeed in building a sustainable career if they put up walls around themselves.

Choose to follow up with people you meet and see if there are reasons to establish ongoing relationships. Success is out there waiting for you. The thing you need to do is find the links to the opportunities. I believe that "All Opportunities Come From People".... which means if you want more success... you need more people who care about you and want to see you win.

If you are a selfish networker (only out to find your own success), nobody will care about you. Frauds are easily spotted and you will be pouting that "networking does not work". I have met few people who give a lot of themselves to the benefit of others who claim networking is a waste of time. On the flip side I do see a lot of whiners who say "networking does not work" who are selfish. Hmmmmm??? Maybe a pattern?

Have A Great Day.

thom

Follow Up Is The Key To Successful Networking - SXSW Interactive 2010

Many of the 14,000 plus people who attended the South By Southwest Interactive Conference (SXSWi) are probably feeling reminiscent of a fraternity party Jagermeister induced hang-over this morning (not that I would know that feeling first hand). Even those who did not go out for five nights of bar hoping and sponsored parties are exhausted from the information overload that the program provides.

From Friday through Tuesday technologists, marketers, gamers, entrepreneurs, authors, consultants, social media enthusiasts and others attended non-stop panel discussions and VIP parties in and around the Austin Convention Center. Meeting, greeting, and networking prevailed in the crowded hallways.

But without follow up, all the mixing and mingling is a networking failure. Missed opportunities to cultivate relationships are a waste for people who put in the effort to meet interesting people in the first place.

One of the main reasons sighted for attending a multi-day conference like SXSW is the "networking opportunities", and yet most people are horrible at the execution of creating long-lasting connections after such an event.

I had the pleasure of presenting for the third year in a row at the SXSW Interactive Conference. This year my topic was "Networking at a Multi-Day Conference" (I think the title sums up the content). One of the main tips I shared with the audience was about "follow up".

If you want to succeed in establishing a relationship with someone you met at an industry conference you must reach out to them before too much time passes away. YOU must own the follow up.

While not everyone you met will become an ongoing and mutually beneficial contact, some of the people can have a future impact on your life. To increase the chances that they will remember you down the line you have to let them know you want to keep in touch.

It takes seven to ten meaningful interactions with people before they become a part of your network, thus you cannot assume that a few drinks at an out-of-town conference will bring them to think of you again after they return home.

Here are five tips to enhance your follow up:

1. Be timely. You must make contact within one week. If you wait too long it will appear as if they were not important enough to make it to the top of your "To Do List".

2. Stand out from the crowd. Most people will never follow up, so doing this will make you more memorable. Email is fine, but also very common. Most people get hundreds of emails a day. I suggest sending a short handwritten note to let them know you enjoyed meeting them and are hopeful your paths will cross again in the future.

3. Do not send a Facebook or LinkedIn request immediately. The ways in which people use these tools differ. I do not link to anyone in these two social media communities that I have not had a meal, a beer or a cup of coffee with (meaning approximately and hour long conversation). Ask the other person if you can connect with them in these venues before sending the invite.

4. Read their blog and leave a comment. People who write blogs appreciate comments. To have a new friend from SXSW chime in on their discussion would be appreciated. If you read their blog regularly you will get a better understanding of them as a person and lead you to reasons to reach out in the future.

5. Not everyone will want to be your friend. Sometimes there is no "there there" in establishing friendships. If the other person is not reciprocating your efforts to establish an ongoing connection, do not be offended.... just move on. Not everyone will become part of our networks.

CHALLENGE.... Before this Friday reach out to five people you met this week at SXSW Interactive, by email or handwritten note, and tell them why you enjoyed meeting them. Avoid having to look back in six months and realize that you killed your networking success by neglecting to follow up.

Have A Great Day.

thom

Update: As I sat down THIS MORNING to write hand-written notes to several people I met at SXSW, I found a massive sea change this year in what information people put on their business cards. A HUGE majority of cards only had email addresses, no physical address.

Interesting. I have never had this many cards without contact info. In these cases I will send emails to people.

However, this brings up a point about business cards and networking. The point is that you should make it AS EASY AS POSSIBLE for the other person to reach out to you. By deleting all aspects of the physical world are we falling deeper into the digital world? Is there a difference? Does cutting off the possibility of receiving a handwritten note make it all more mechanical?

I would have liked to have made a special effort with some of these people, as they were uniquely interesting. Now I can only send an email. I feel I am cheating them by not showing them they stood out from the crowd.

Oh well.

What To Do After A Conference

Imagine that you attended an amazing industry conference:

• You sat through keynote talks and breakout sessions while filling your notebook with countless brilliant ideas that you know will have a material impact on your career.

• You visited the trade show and encountered vendors who had products and services that inspired your mind for new ways of doing business.

• You met dozens of people, with whom you "clicked", that are excelling in your field.

So What?

If you do not take action within the first week of returning home, you may never benefit from the opportunities that have come into your life.

To make sure that you seize the power from the experience, you must do four things within the first seven days: Review. Brainstorm. Execute. Follow-up.

1. Review. Take a few hours to go through your notes and review all the nuggets of information you wrote down and prioritize them. You can either re-type your notes, or use a highlighter if you have them on paper. Focus your mind on the points that can have the highest level of impact on your future.

2. Brainstorm. Find a quiet place and think about all the information, ideas, examples and people that you ran across at the conference, seminar, or convention. Imagine how you can take unrelated concepts from what you heard and connect them to your own business. Additionally, think about the people you met and how you can work with them in the future, or whom you can introduce them to where there would be a benefit for connections beyond yourself.

3. Execute. Make a "To-Do List" of the top ten things the you can (and will) do immediately. Now do them.

4. Follow-up. Meeting someone one time does not make them part of your network. Meeting someone once makes them "someone you have met". There is a huge difference between a person you met and a mutually beneficial contact where you both know each other and understand how you can help one another in the future. You need to own the follow-up if you wish to cultivate an ongoing relationship. Emails, handwritten notes, Facebook, Twitter, etc... are all ways to facilitate ongoing contact. I suggest that you take the extra time to send handwritten notes to the few people who really stood out in your mind. (Only once do you need to do this, you can use electronic mediums after that first contact!). This will show that you took the time to go beyond the short-cut filled digital world that we all have come to know and love.... and that they matter to you. (Note: If you did not get their business card, or they only had email contact info on their card, then digital contact is fine!).

Attending industry conferences can be a lot of fun and very educational. They are also a great way to make contact with others in your line of work. But if you do not take action after the event, you will miss the chance to maximize your ROI. You will also forgo making some great life-long friends. All opportunities come from people, and you never know who will be able to make a difference in your future.

Have A Great Day.

thom