Tips for Following Up After Networking Events

I landed back in Los Angeles after a 4-day legal convention in Vegas and realized something: People are great at networking in the moment, but struggle to follow-up and keep relationships after an event like a major convention. To make sure all of the connections you made are sustained long-term, here's a step-by-step guide to effectively follow up post-convention: 📝 Personalized Note Writing: Always begin with a personalized note. Thank your new contacts for their time and highlight specific topics or moments you shared. A handwritten note can make a deep impression in today's digital world, signaling thoughtfulness and genuine interest. 📲 Organize Contact Details: Compile a database of the addresses, emails, and other contact details you've gathered. Tools like Microsoft Excel or CRM platforms like Salesforce or HubSpot can be great for this. This not only helps with immediate follow-up but aids in long-term relationship management. 🤳🏻 Engage on Social Media:   Connect with your new contacts on platforms like LinkedIn, YouTube, IG, Facebook and TikTok. Engage with their posts to foster online rapport, but ensure your interactions are meaningful. 📩 Newsletters:   If you have a newsletter, consider adding your new contacts to the mailing list (with their consent). This keeps them updated on your activities, insights, and the latest happenings in the legal field. 🔄 Share Your Work: If you've written books, articles, or other publications, share them. It not only positions you as an expert but provides value to your contacts. ✅ Regular Check-ins:   Set reminders to touch base periodically. You could share relevant articles, wish them on holidays, or update them about significant milestones in your career. 👏🏼 Tips and Insights: Offer helpful tips or insights from the convention or from your experience. It’s a non-invasive way to remind them of the value you bring to the table. 🤝 Long-Term Relationship Building Relationships are not about transactions but genuine connections. Ensure your interactions are not always business-focused. Learn about their interests, congratulate them on personal achievements, and be there during challenging times. 📚 Recommend Books: If you've come across insightful books (including ones you've written), recommend them. It's a subtle way to showcase your expertise and share knowledge. 🎉 Events and Reunions: Consider organizing or attending reunion events for convention attendees. It's a way to rekindle connections and stay updated on each other’s progress. Remember: post-convention networking is an art. It requires genuine interest, persistence, and patience. By investing time and effort into nurturing these relationships, you'll not only grow your network but also enrich your professional journey. Remember, it's not about how many contacts you have, but the depth and quality of those connections. #networking #lawyer #success #relationshipbuilding

Send your nice-to-meet-you emails! Recently, I was reminded of the importance of sending a follow-up email after meeting a potential client at an event. It took me about 30 seconds to draft and proofread the message. Later the same day, a colleague of the person I met sent a quote request for a significant project. While we might not get the order, we’re now on their radar as a potential supplier. Here are four tips to consider for your follow-up messages: 1. Be concise. Short and sweet is best. 2. Include something specific from your conversation. 3. Offer to connect again for a deeper dive. 4. Carefully proofread your message before sending it. Follow-up emails are a terrific way to remain top-of-mind and build connections. Make sure you send one the next time you meet someone new.

You meet a prospective client at a conference and hit it off. They suggest their company may need your legal services, and invite you to follow up with them. You're excited about the opportunity, so the day after you get home from the event, you craft and send a thoughtful email expressing how great it was to meet the person and suggesting dates for a call. And then...crickets. I often work with clients who experience something like this. What seemed like a surefire business development opportunity becomes radio silence. When faced with a situation like this, the key thing to remember is to not get discouraged nor make assumptions. There are all kinds of reasons—other than you getting ghosted—that may explain why you didn't hear back: - Your email got missed amid the onslaught of other messages the prospective client received while away at the conference. - The opportunity may be real, but not ripe. - They caught a cold at the conference and they're triaging their inbox because they're not feeling well. - They have every intention of responding, but just not yet. - And a multitude of other potential reasons. Give it some time. Be patient. And work other opportunities to build your pipeline. Don't be the person who sends an email to a prospective client on a Friday and then follow up on Monday. But do follow up—with empathy and understanding of what it's like to stand in the other person's shoes. In some cases that may mean waiting a couple of weeks, and sending an email that doesn't even mention setting up a call. Think back to the conversation you had, and what questions were asked, or pain points and objectives discussed. Send a helpful resource that addresses a problem the prospective client is facing. This demonstrates that you're interested more in their success than your own business development. And you may have to send several other such emails and resources over the course of months—or even years—before you get the response you're looking for. Legal demand is unpredictable—as is the personal or business circumstances faced by someone you're reaching out to at any given moment. Be persistent and helpful—not pushy. More often than not, if there is a real opportunity to be had, this patient approach will pay off.

Most people don’t have a system for in-person networking. Here’s mine. Here’s how I keep track of everyone I’m meeting so that I can follow up and make it worthwhile. At these networking events, I set a goal of meeting 10 people per hour. To do that, I need to get my head out of my phone as quickly as possible. Being on your phone is the universal sign for “leave me alone.” Here’s the fastest approach to get out of my phone while noting what I need to follow up. If I trade LinkedIn info with someone (in-person), I screenshot their profile. If they give me their business card, I take a picture. I then email the image to myself and quickly add the following info. Subject: “Mike Smith - 2” —> the “2” is a priority. I follow up with 1s the same day (unless in the evening), 2s the next day, 3s…well on day 3. Body: 1. Something to remind me about them 2. Something we chatted about that will remind them about me/our conversation 3. Anything I told them I would do or anyone I suggested connecting them with. If I know I’m going to introduce them to someone I work with, I always set that expectation during the initial conversation so that they don’t feel like they’re being handed off. Stay tuned - on Monday, I’ll fill you in on my guaranteed way to meet 10 people an hour. With #saastr2023, #inbound23 and #dreamforce2023 will you give this a try? What’s your system for keeping track of people you meet at networking events? #events #networking 

Event Season Insights: How to Elevate Your Follow-Up Game 🚀 I'm back from an incredible week at SaaStr and there's something I couldn't help but notice 👀 Many companies are missing a golden opportunity when it comes to event follow-ups Too often it's just a race to scan badges, hand out swag, and move on. But here's the thing Sending out templated, soulless emails saying "Hey, I saw you at our booth" just doesn't cut it. It's like sending a message that screams I don't remember you but I have to do this 🙅♂️ So here's a game-changer for your event strategy 🔑 Don't just scan badges; connect and build relationships. Find 1 to 3 unique things about each person you meet. It could be their goals, their thoughts on the event, or anything else that sparks a real conversation. For example I met Tom at our booth. Instead of just scanning his badge, I had a chat with him. I learned about his goals, his event experience, and even what kind of swag he liked. Then I made sure to jot this down in our CRM. Fast forward to the follow-up I could reach out to Tom and say, "Hey Tom, great meeting you at the booth. Sarah mentioned you were interested in XYZ. By the way, hope you liked those awesome socks! 😉 This approach isn't about sending hundreds of templated emails and hoping for the best. It's about personalizing your follow-up and showing that you care. 🤝 It's time to change the game. Next time you're at an event remember It's not about collecting names. It's about making meaningful connections. Drop a 👋 if you're ready to level up your event follow-up game! And if you are at Dreamforce come say Hi! I'm here! It's my 1st one lets go 💪😎