Following-Up – The Single Most Important Thing You Aren’t Doing

I went to a monthly business networking event last week.

Personally, I enjoy getting into the headspace of someone other than me. 

Professionally, there are so many entrepreneurs either going through the same issues I am, or already having gone through them, they have learned how to solve many of the problems I encounter daily.

However, when I follow-up and actually call or email those I’ve exchanged business cards with, I’m amazed how many are glad I did. Not that I’m anything special and they were just waiting by the phone for my call.

I have an ego, but it ain’t that big.

Most are happy I followed-up from the networking event, because most people don’t take the time or make the effort to do just that – to follow-up.

Not that it takes a lot of effort, picking up the phone, emailing, instant messaging, texting or connecting with someone on the social networks isn’t like putting a family on the Moon. You can do all of those things from any smartphone – well, other than putting a family on the Moon.

Still, after the business cards have been given the once-over, and placed in each other’s respective pockets, often that’s the end of that.

According to statistics, 80 percent of the business cards we hand out end up being tossed out. Put another way, only 20 percent of your business cards will make it into someone’s filing system.

That is a missed opportunity of epic proportions.

Not that every person you meet in your 70 or more years on this planet will have anything significant to add to that life.

But how do you know who will or won’t add something to your vast life of experiences, when all you’ve had is a mere moments with someone when they first handed you a business card?

I keep all the business cards people give me. If I were to lay them out on the floor, edge-to-edge, I’d probably need a football stadium’s worth of floor space.

People change jobs, companies move and even go out of business. But that’s why following-up is so very important.

If you put off following-up, even more than a week or two, you may have missed an opportunity beyond your wildest dreams.

You never know, that pushy person that was creeping you out may know someone that can help you grow your business.

Well, okay, pushy people selling questionable products or services may not be someone to follow-up with.

Sometimes you just have to use your better judgement. However, for the most part, if you get a good vibe from someone, and do the business card exchange, you should make the next move and call or email them.

It doesn’t take much effort, the time invested is well worth it, and the person on the other end of the phone or email will be happy you called or wrote.

Ultimately, the benefit of reaching out to those you’ve exchanged business cards with is you’ll build a network of people that will help you grow your business, as you help them grow theirs.

This doesn’t mean selling them your products and services. It drives me crazy when I meet with people and that’s all they want to do – to make a sale.

Offer to help others in any way you can. And chances are, others will offer to help you too.

That’s the nature of real networking.

And that’s the best way to grow your business.