The Monsoon- Making Rain in the Southwest: The Fortune is in the Follow up

The Monsoon- Making Rain in the Southwest: The Fortune is in the Follow up:             When I think about the best business generators in the business, they all have one thing in common: Follow Up.  These folks und...

The Fortune is in the Follow up

            When I think about the best business generators in the business, they all have one thing in common: Follow Up.  These folks understand the value of a connection and how to maximize it.  True rainmakers are masters of creating a methodical, strategic, and consistent way to stay top of mind.  They understand the fortune is in the follow up!

            Luckily, anyone can learn to master follow up.  In fact, I believe follow up is more about discipline than skill.  If your follow up leaves something to be desired, here are some easy tips to super charge your efforts.

#1: Make notes on the back of every business card you receive.  Write down the date, location you met, and any interesting tid-bits you learned.  As soon as possible (ideally by the next day) transfer this information to your database.  Note-every rainmaker needs a database.  If you are at a big firm, you likely have a robust database.  Even if it is just you, you need a place to store this critical information.  Your database can be as simple as contacts in Outlook.  Somehow you need to and store your networks critical information.  The stack of business cards in your desk drawer represents dollars that could have been in your pocket.

#2.  When you meet someone, determine when you meet someone what role he or she is likely to play in your business development efforts.  Are they a prospective client?   Strategic partner/Referral source? Future collaborator? Then determine, how often they need to hear from you for you to stay top of mind.  Monthly?  Quarterly?  Weekly?  We are all busy so many of us have a tendency to avoid frequent follow up because we do not want to become a bother.  Resist this temptation.  Instead, make a commitment to provide your contacts with value.  If you are contacting someone once a week and providing him or her with information that solves a problem, you will not be viewed as a bother.  Conversely, even if you only reach out once a year but your contact is pure solicitation with no value for your contact, you will be seen as a nuisance.  Do not be a nuisance. 

#3.  Let your calendar do the heavy lifting.  You are going to meet lots of people.  You cannot possibly keep all the information straight in your head.  Do not try.  Instead put the critical information into your database and use your calendar to remind you when it is time to follow up.  Do not forget to schedule adequate time on your calendar every single week, possibly every single day, to engage in follow up.  Whether it is a hand-written note, an email with a meaningful article, or a phone call to schedule lunch, follow up requires focused, dedicated time.  If you don’t schedule this time in advance, you will be tempted to skip the follow up. 

#4.  Be a connector.  One of the most effective ways to stay top of mind and provide value is to connect members of your network.  Schedule time on your calendar to regularly scan your database and look for people who you can connect.  When you meet someone new find out whom he/she wants to meet.  Be generous with your connections.  Connectors play a valuable role in saving members of their network time and providing expertise.  In the process, they build a reputation for themselves as being the person in the know.  Make a commitment to make a minimum of five introductions per week and watch your network explode!

#5.  Utilize social media.  Many people are still struggling to determine how to use social media in their business development efforts.  An easy way to use social media is to promote members of your network.  Even if you are not ready to begin posting blogs, tweeting, or running facebook campaigns, regularly look for opportunities to promote the members of your network who are.  When you see a network member post something valuable, re-post it, share it, like it, email it, and otherwise contribute to its viral success.  You will look like a social media expert, the original author will appreciate your help, and, if you choose only topics/posts of value, the receiving members of your network will also appreciate it.   You also get bonus points for exponential follow up as you can send to multiple people.

We are in the people business.  People do business with those that they know, like, and trust.   Follow up is the key to building meaningful and lucrative business relationships.  The next time you are invited to a networking event, make a commitment to yourself that if an event is worth your time, then the people you meet are worth your follow up.  After all, we all know, the fortune is in the follow up!

About Jonelle- Jonelle Vold is a business coach that is passionate about your success.  A mother of twins, former Assistant Dean at a tier-one law school, attorney, and seasoned sales professional, Jonelle understands the challenges of being a high-level professional and developing a book of business.  Her coaching philosophy is every person has the ability to be a rainmaker by making strategic choices that play to their individual strengths and skill sets.  Jonelle regularly works with individuals and law firms on business development programs.  You can reach Jonelle at jonelle@jonellevold.com or www.jonellevold.com.   

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