Follow Up: Lessons to Learn from Obama 08

In the past week there has been a lot of buzz on the presidential election.  Many reporters were trying to figure out when the country started turning to Obama.  Many times reporters would suggest different speeches, interviews, or statements by both Obama and McCain, stating one speech made the difference or this interview really changed things, or McCain’s comment during this interview is when things started shifting.

While some of this is true, I believe Obama became the President Elect for one main reason.  Obama created a tribe of followers and created many ways for his tribe to connect with their leader!  One extreme example of the connection difference between Obama and McCain is online.  Obama’s online presence can be clearly seen by looking at his website and more importantly his hub for Social Media can be found on his blog.  Below is a snapshot of how both Obama and McCain did in regards to a few of the Social Media sites:

Looking at Social Media Sites; According to Forrester Research, Inc.:


Obama: 2,379,102 supporters
McCain: 620,359 supporters
Obama has 380% more supports than McCain


Obama: Friends, 833,161
McCain: Friends, 217,811
Obama has 380% more supporters then McCain


Obama: 1792 videos uploaded since Nov 2006, Subscribers: 114,559 (uploads about 4 a day), Channel Views: 18,413,110
McCain 329 videos uploaded since Feb 2007 (uploads about 2 a day), Subscribers: 28,419, Channel Views 2,032,993
Obama has 403% more subscribers than McCain
Obama has 905% more viewers than McCain


Obama: @barackobama has 112,424 followers
McCain: @JohnMcCain (Not sure If this is real) 4,603 followers
Obama has 240 times more followers in Twitter than McCain

Obama’s activity in Social Media sites includes: Facebook, MySpace, YouTube, Flickr, Digg, Twitter, Eventful, Linkedin, BlackPlanet, Faitbase, Eons, Glee, MiGente, MyBatanga, AsianAve, and DNC Partybuilder.  Obama created tribes within all of these social mediums.

You have to look at the last eight years to really see why this had such a huge impact.  According to Forrester Research, Inc., internet usage in the United States has grown 130.9% in the last eight years.  Of the 303,824,646 people in the United States the penetration rate for internet usage is 220,141,969 or 72.5%!

By using social media Obama created a way to communicate and follow up with his tribe.  Seth Godin’s new book Tribes talks a lot about how tribes work and the importance of a leader within the tribe.  Obama was the leader of a huge tribe of followers, fans, and most importantly voters.  Obama’s tribe showed up way before Election Day and when Election Day finally arrived it seemed the entire tribe made it to the polls!

So the question to ask yourself is: Are you doing everything you can to make it easy for your tribe to connect with you?

SWOT Analysis: Exploring Your Opportunities

Last week I talked about weaknesses, following up from my post on SWOT Analysis: Simple Tool to Improve Your Business. If you missed one of these previous posts it may be best to go back and review them in order.

SWOT Analysis: Simple Tool to Improve Your Business
SWOT Analysis: Defining Your Strengths
SWOT Analysis: Acknowledging Your Weaknesses

Today I will review our discussion on Opportunities (the “O” in SWOT) as it applies to my business as well as the 15 other small and mid size companies in the exercise. The discussion on Opportunities was led by Rufino Autus, Independent Financial Planner for Autus Financial Group. Rufino started out the discussion with a brief over view of SWOT Opportunities. Opportunities are things that are external, things that are happening around you which you can capitalize on in the current business climate. The group had the following ideas to think about before our discussion insuring each person was prepared to discuss possible opportunities:

  • Where are the good opportunities facing you?
  • What trends are happening around you that your company can capitalize on?
  • What changes in technology have a positive effect on your business?
  • What changes in industry standards or government policy impact your business?
  • How can changes in social patterns, population profiles, aging consumers, and lifestyles change how you approach new customers?

Rufino then opened it up to the group for discussion asking members to share their discovered opportunities. Here is some of the discussion:

  • Kerry Klindtworth, a realtor with Keller Williams talked about how it’s a buyer’s market. It’s a great market to buy so she has changed her focus to buyers. She still loves taking listings because she is very good at selling homes but her focus is on buyers. Kerry also talked about everyone going green! With this in mind she has become a Certified Energy Specialist in the state of California. This means she can go into your home and provide you with CFL light bulbs for free from SDG&E. When she does a home inspection her appraisers do an energy audit on your home and tell you how to make your home more efficient. Kerry also talked about how one person turns 55 every 30 seconds so she is in the process of getting certified as a Senior Residential Specialist as well as getting her brokers license. We all agreed this was a great example of looking at your current opportunities and taking advantage of them.
  • Tammy Williams, a representative with MADD (Mothers Against Drunk Driving) highlighted one of her opportunities. Right now it’s the end of the fiscal year for most corporations and they are planning their budget for 2009. Now is the time to make contact with these corporations to make sure MADD is part of their budget for 2009.
  • Kraig Stahl, President of K.D. Stahl Construction Group talked about how the construction market has changed. Kraig talked about projects which used to have two or three bidders now have 12 and large building projects are slowing down dramatically. Kraig is focusing on tenant improvements, looking for companies that may be downsizing and need to change walls within an existing building or create new office spaces. Most of Kraig’s business comes from referrals, “not many people just look you up in the yellow pages”, so he is focusing on meeting new referral partners like architects, electrical engineers, and commercial brokers. Angie Swartz, founder of Six Figure Moms Club suggested using the words “we are flexible and agile” so referral sources know you are changing your businesses to adapt to the current market. Tammy added MADD is all about branding and by partnering with MADD you will set yourself apart from your competition. If you are one of those companies competing for the same customer look at ways to partner with non profits as a way to expose your brand.

So what were the opportunities I discovered? Now more than ever building relationships and following up with prospects and customers is the key to any marketing strategy. My opportunities are to help companies and sales professionals improve their relationships, creating connections with prospects who will allow me to review their follow up strategies. Through these meetings I can suggest ways to improve their strategies and help them implement new systems to capture referrals that are currently going to their competitors. So if you are reading this post and want to learn how to double your referrals in the next 90 days maybe your best next step would be simply calling me!

I found the opportunity process very positive. Hearing how the other members viewed their opportunities allowed me to explore deeper into what might be right in front of me but for some reason I was ignoring or just did not see. The power of this SWOT Analysis is amazing and I look forward to sharing the last part of this discussion next week. Our discussion for next week is Threats (the “T” in SWOT).

Creating a Great Customer Experience

Have you ever really thought about why customers decide to buy? What are you doing right when talking to customers? How can you improve on your customer experience to win them over? Let’s look at a general example when it comes to customers calling your business:

A new potential customer may call you inquiring about one of your products. Let’s say you are a new sales representative for the company and are eager to help any new potential customers. You are friendly, respectful, and really do everything you can to help. The customer responds and makes a purchase.
At the same time another potential customer calls inquiring about the same product. A different sales representative interacts with the customer. This seasoned sales representative has already met their sales goals and is excited as the day is ending! While the representative is pleasant, the customer can hear them organizing their desk, moving stacks of paper around, packing their bag, and not really listing to what is being asked. The customer assumes their business is not wanted and the call ends with the customer saying thank you and no sale is made.

What is the real difference in these two examples? It’s really about listening, fully engaging in the conversation you are having, and finding ways to connect with your potential customer. It’s the excitement of really wanting to help the customer which will lead the customer to a purchase.

I have had many experiences just like this. My first interaction with a company is fantastic and I think to myself “wow, this company is great”. My next interaction is a complete disappointment as I don’t receive the same level of service. Creating consistency with the customer experience is not easy but can be achieved.

Whether you are a large company with hundreds of representatives, a small business with a few sales people, or an entrepreneur handling everything on your own here are few tricks to keep the customer experience positive:

  • SMILE – On the phone or in person make sure you smile often! Teach this to your representatives, remind them in sales meetings, smiling changes your tone of voice, this change caries over in person and on the phone. Need to see the study? Check out: Smiles Really Do Boost Sales.
  • STAND UP – If you are on the phone and are feeling off, having a bad day, or just don’t seem to be connecting with your customer standing up will add new energy to the conversation. This works for all types of sales inbound, outbound, or cold calling.
  • REMINDERS – Add a note to your phone or computer screen with a key word. For example if your focus is to enhance the customer experience you might just write “best friend” as a reminder to talk to the potential customer with the same passion you would as if you were talking to a best friend.
  • POSITIVE AFFIRMATIONS – Create a list of 5 or 7 possible positive experiences you would like your potential customers to have. Add the list as a screen saver, background, or just post it where you will see it as a reminder when you are talking to customers.
  • LAST QUESTION – Get into the habit of asking each customer “is there anything more I can help you with today?” It’s a pretty simple question and will add to the customers overall experience. Not mention you may possibly receive more sales my simply asking.
    Remember, creating a positive customer experience allows you to start a long term relationship. As you follow up with the customer the relationship will grow into additional sales and referrals!

I have had many people ask me how I am always so positive or always in such a good mood. I would love to say I am always happy and positive 100% of the time! My intention is to have this be my reality and by using these tricks I come pretty darn close!

SWOT Analysis: Defining Your Strengths

In my last post, SWOT Analysis: Simple Tool to Improve Your Business, I gave an overview of SWOT and talked about a few of the benefits of applying a SWOT Analysis to your businesses or to yourself as a business professional. As I mentioned in my previous post I am part of a small group of business owners and sales professionals who have committed to SWOT exercise for the next four weeks. The format for our SWOT exercise is fairly simple. We meet each week prepared to discuss the current element of SWOT as it pertains to our business or ourselves. We then discuss our findings with the group getting valuable feedback from the other participants in the exercise.  This allows us the ability to further refine our SWOT Analysis.

Today I will review our discussion on Strengths (the “S” in SWOT) as it applies to my business as well as the 15 other small and mid size companies in the exercise. The discussion on Strengths was led by Kerry Klindtworth a realtor with Keller Williams. Kerry started out the discussion with a brief description of SWOT using sites like Mind Tools as references and discussed examples of different strengths from the site. These included the following ideas:

  • What advantages does your company have?
  • What do you do better than anyone else?
  • What unique or lowest-cost resources do you have access to?
  • What do people in your market see as your strengths?
  • What factors mean that you “get the sale?”

Kerry started engaging the participants asking them to share their strengths with group. Once they were complete the group would question, add, and help refine the Strengths of that person. Here is some of the discussion:

  • Paula Sassi, Certified Graphologist and owner of Handwriting Consultants International listed her strengths as; 28 years of experience, knowledgeable, timely response (responding to client requests within 24 hours), very easy to contact, great speaker, and entertainer for special events as well as tradeshows. Kerry added “Paula is an expert in her field”. Rufino Autus, Financial Advisor with Autus Financial Group added “Paula is a straight talker and has a unique business for her market”.
  • Justin Stewart, Customer Service Supervisor with San Diego National Bank listed his strengths as; builds rapport with customers quickly, passionate about what he does, thinks outside of the box to find solutions, privately owned local bank, 11 years in banking, and constantly expanding his banking knowledge. Rufino added “Justin loves what he does”. Jexter Isip, IT Consultant and Principal of Dedicated Network Solutions added “Justin is amazing with followup insuring his customers know he values them”.
  • Cathy Peterson, Insurance Agent with Farmers Insurance listed her strengths as; great followup, vast insurance knowledge, and a personal passion to insure her clients have the right coverage. I added “Cathy not only has great followup, she has great follow thru! Always keeping you up to date with referrals she has received”. Jexter added “Cathy has great communication during and after the process of buying insurance”.

So how did I do in this process? What are the strengths of Alan Underkofler, Blogger for Follow Up Success, Consultant on followup strategies for your business, quickly becoming a go to person in the world of Social Media, Speaker, and soon to be published Author. Like everyone else in the process I took time to really reflect on my strengths in regards to my business. The strengths that I listed were; simple tools, unique solutions, cost effective, ease of implementation, 12 years of marketing experience working with both Fortune 500 companies and brand new at home startups, passion for followup, and enthusiasm to help clients achieve desired results. The group confirmed my strengths and added passion and enthusiasm.

Passion and enthusiasm have been strengths of mine for a long time! Passion and enthusiasm has always propelled me to my next challenge in business. Passion and enthusiasm pushed me to go after clients that everyone said were impossible to get, I was blind and deaf to the reasons they gave me! Passion and enthusiasm pushed me to commit to writing inventory and category management software that was unprecedented in our industry, I was blind to the fact that this was not possible! Passion and enthusiasm is what pushes me now… Right now! Pushing to be a blogger, pushing me to complete my book, pushing me to be a better speaker, pushing me to be a top producer in everything I do! I am blinded by my passion and enthusiasm! For me passion and enthusiasm allows me to be blind to failure and negativity, when you can’t see failure or negativity you can’t fail and you have no choice but to be positive! No choice but to be positive!

Obviously I got a bit more out of this than I ever expected! Hopefully you did too! This last paragraph was not about this post. It was about me and what I needed to hear! So, thank you for being a part of it!  What are your strengths, what inspire your passion and enthusiasm, what propels you to succeed?

Look for next week’s post as we take a closer look at Weaknesses (the “W” in SWOT).

Are You A Multitasking Follow Up Extremist?

In an effort to follow up with new contacts and customer requests I often find myself multitasking, I am sure you can relate! Managing multiple projects and tasks is not new to me by any means. As a Sales Professional either in a corporate environment or as a business owner multitasking becomes an art! I find myself always exploring new ways to get more things done!  I tend to create new habits to squeeze just a few more minutes from my day. As with all new habits and processes we create to achieve more, sometimes it’s good to reflect on the cost these new patterns have.

Yesterday I found myself driving down the road talking on my cell phone, answering a text, switching to my email to respond to a request and just for good measure checking in on Twitter! All of this reminded me of a recent email forwarded to me from Harvard Business Publishing regarding texting while driving!

Is texting while driving really worse than driving under the influence?

A recent study by the RAC Foundation based in London found the average reaction times slowed by 35% while writing or reading texts!  Compare this to the 21% slower reaction from those who had taken cannabis and 12% slower among those who had drunk to the legal limit! A January 2007 survey by U.S.-based Nationwide Insurance suggested 19 per cent of motorists said they texted while driving.  I am sure among my network of friends and colleagues this number would increase to well over 50%!  Are you thinking to yourself…  “this is great but I am an amazing multi-tasker!”? Look at this video of Richard Westcott testing the effects of texting while driving using a simulator.

Take a moment and really think about the urge to read or respond to a text while driving.  Is it really worth the cost?  Can it wait until you arrive at your next destination?  I am all about great follow up and have definitely been known to be an extremist but even I am rethinking some of my habits in regards to multitasking.  Having reviewed the study, I think about a few close calls I have had over the last year while driving on the phone and texting, reading emails, and checking twitter.  For you this might be checking the news, sports, stock market, or the weather.  Whichever other activity you are choosing while driving, hopefully this post will allow you to reevaluate the possible cost!

Take a moment and really think about the urge to read or respond to a text while driving.  Is it really worth the cost?  Can it wait until you arrive at your next destination?  I am all about great follow up and have definitely been known to be an extremist but even I am rethinking some of my habits in regards to multitasking.  Having reviewed the study, I think about a few close calls I have had over the last year while driving on the phone and texting, reading emails, and checking twitter.  For you this might be checking the news, sports, stock market, or the weather.  Whichever other activity you are choosing while driving, hopefully this post will allow you to reevaluate the possible cost!

Successful Networking: Mastering YOUR 60 Second Commercial

Yesterday I visited a Business Networking International (BNI) group in Del Mar. BNI is a group of business professionals who meet weekly to exchange business referrals. I was asked to come and fill in for one of their members Rick Itzkowich owner of Productive Learning and Leisure and writer for the Xtraordinary Living Blog. BNI requests members to have a substitute when they are not able to attend the meeting.

It was a lively group at 6:45 a.m. and they were very welcoming. As the meeting progressed we arrived to the presentation portion. BNI typically has a few members speak more in depth about their business and the type of referrals they are looking for. At this meeting Riley Cardwell, a business coach and BNI Director for San Diego was attending so the leadership skipped the member presentations. Riley did however do an amazing presentation on creating your successful Sales Manager Minute (SMM), or what to say when you are at a networking event in 30 to 60 seconds. Here is what Riley discussed:

 

Part 1

Your Name

Your Company Name

What you do

 

Part 2

Briefly describe ONE of the products/services you offer

BNI calls this your LCD or Lowest Common Denominator. What you want to do is break down your service or product into its most basic from (LCD).

A plumber might talk about replacing old piping in the house, a financial planner could discus the value of an IRA, Real Estate Agents may talk about how they work with first time home buyers.

 

Part 3

What will your product or service do for the referral you’re looking for? Why do they buy this from you?

What you really want to describe here is the benefit of your product or service. Telling a brief story is often very helpful. Riley asked a few of the BNI members what their benefits were.

  • Suzanne Rhodes with Proforma Pepper Promotions offered employee retention as a benefit.
  • Bob Johnson with Coronado Catering talked about the joy of experiencing your party by allowing Coronado Catering to handle all the work.

 

Part 4

Do the Ask!: “The referral/introduction I’m looking for today is…” What to look for (WTLF); be extra-specific.

Tell your sales force what action to take for you. Give them a “conversation starter” What to say for you (WTS).

The idea here is to ask for the contact at a specific company you are trying to meet or when someone is at a party with friends you want them to know what to listen for which may lead to the referral.

  • Cal Campbell owner of Cal’s Plumbing, Inc. said to listen for people complaining about lack of hot water.
  • Gretchen Seitz, L.Ac. owner of Seitz Acupuncture told the group to listen for people who are suffering from migraines.
  • Dr. Rhonda Lilien a Chiropractor with La Jolla Integrative Health asked the group to look for people who had difficulty turning their head.
  • John Naviaux, Registered Investment Advisor Representative with Western Financial Advisors offered the group a (WTS), “I know a financial advisor that has access to a lot of investment options”.

 

Part 5

Your Name

Your Company Name

“And Remember… (memory hook)

A memory hook is something you say at the end of your SMM that helps people remember who you are. Most times these are catchy phrases that relate to what you do. Here are some examples:

  • Promotional Products: If you want them to remember you, then remember me!
  • Plumber: If your pipes don’t flow you know where to go
  • Caterer: Little or small we cater them all
  • Chiropractor: When your spine s in line, you will feel fine!
  • Financial Planner: Doctors save lives, I save lifestyles

Why not take a moment and review your 60 second commercial to insure you are covering all these parts. A successful Sales Manager Minute or 60 second commercial can easily double your referrals in your networking group. This process will increase the number of referrals you are receiving as well as make your networking group far more dynamic.

You Already Have Your NEXT New Customer!

What is the value of our current customers? In sales it seems we are always striving to get the next customer… So much of our time and effort is spent towards new customers. As sales professionals we do many things to get the next customer or client. Our sales cycle could be hours, days, months, or even years. All of this work just to get the next new customer.

And then it happens! We win the next contract, get the new client, win over our newest customer. Depending on what you are selling you may or may not have some role with this new customer , possibly in training, roll out, or just insuring the sale is complete. At some point our new sale is finished. You are done, the sale is final, and hopefully you have been paid, only to move on to do the cycle all over again. Spend all that time and energy to get the next new customer again.

So that’s it! Let’s move on to the next customer! Right? Wrong! Who is more important to follow up with? New leads, old leads, or existing customers? Existing customers! Don’t get me wrong, you always need to have a constant flow of new customers. My point is the customers you already have are a great resource for new ones! John Jantsch from Duct Tape Marketing talks about this in his article What’s Your Referral Number? John suggests creating a percentage baseline for the number of clients referring business to you. Finding this number will allow you to improve on your processes so you can achieve the maximum referrals from your clients. Following up with your current customers will not only help you with your customer retention, it will also lead you to new customers. Why not start tomorrow by calling 10 customers you have not spoken to in the last 30 days. Just check in with them and see how they are doing. Make sure they are happy with your product or service. Ask them if you can do anything for them. It shows great customer service and you might just receive a referral to your next new client!

Remember the time you focus on your current customers will allow you to attract new clients with ease. Sometimes the all alluring next new client is right in front of you! All you need to do if followup, stay engaged, and build on the relationship you have already created.

I Threw Away All the Business Cards on my Desk: Now What?

I had a few people who made the comment, “OK, I have thrown all the business cards away that were on my desk, now what do I do?” or “Now that all my cards are in the trash, where do I get more leads?” Another comment came from an associate of mine, “I did what you said and threw all my business cards away!”. I of course reminded him that this is not what I said at all. Thinking about it now I realize this may not have been such a bad idea for him… I have been in his office a few times and I know half the cards on his desk are over a year old! What if anything can business cards which you have had on your desk for over one year, most likely not followed up on at all, do for you now?

Ideally we have all removed our business card collection from our desk or at the very least are working through the stack by calling, making connections, adding them to our data base and slowly throwing those business cards away. I know this week I had some great conversations and reacquainted myself with those people behind the business cards! In fact right now I am skipping the first day at Blog World Expo just to catch up on calls. I have been regretting this decision at times today but the reality is following up with contacts is more important to me.

You are not alone if you threw away all of the business cards on your desk! Many people realize the cards on their desk were just too old to follow up on. The next step is to change how you follow up with them in the future! In my previous post, 7 Steps to Follow Up Success, I discussed my approach to following up with new contacts I meet at networking events, chamber mixers, trade shows, and expos. I also just read another great article by C.J. Hayden in the Entrepreneurs Blog section of About.com titled A Pocket Full of Business Cards. C.J. offers another perspective on following up with new contacts.

My challenge to you is to attend a networking event this week, collect new business cards, and implement the 7 Steps to Follow Up Success with them. Just don’t start another business card collection!

Why are you collecting business cards on your desk?

Today I was sitting at my desk scouring the internet looking for the allusive driver for my laptop which I had just wiped and reloaded with Windows XP.  Between what seemed to be hundreds of downloads trying one driver after another I was frightened by a small stack of business cards which seemed to be accumulating on my desk.

You know that stack of business cards that seems to grow and grow by your stapler, next to your pen cup, at the corner of your desk, or possibly a neatly 3 inch stack under your monitor…  Depending on your networking and social activities you can easily add another inch to your stack every month!  If you are anything like I used to be, this stack moves into some type of container or drawer.  Eventually all these business cards will end up in a box to be saved forever or at least until you find the box and realize you have business cards from people you met one time at a networking event three years ago whom you have never contacted.   Unless of course you have some strange desire to sell them on ebay 20 years from now there is no point in this.

Don’t worry you can save yourself from this tragedy!  How do you do it?  First look at the cards on your desk.  Is there 25, 50, or 250 business cards?  Using 50 for an example quickly look at each one and decide if this is someone you would like to connect with to explore a more meaningful relationship.  Once this is completed pick up the phone and explain to the contact your new found mission!  At this point you might be thinking to yourself mission, what mission?  The mission is to not collect business cards, keep them on your desk for months, and then finally years later throw them away.  Why not call them and say something like “Hi Alan, we met last month and a networking event and I have decided to take a new approach on the business cards I collect.  What I would like to know is how I might help you in your business?”  Or you can say something like I discussed in my previous post “I have to talk to the person again?”.

Imagine what you can create by simply engaging the people whom you have collected all these cards!  Jordan Adler, a networking master and expert in collecting business cards talks about the value of one business card in his recent book Beach Money.  Jordan Adler discusses how he turns one little square piece of paper into thousands of dollars.  How much business could you expect from one lifetime customer?  The answer will depend on your type of business.  In the book he asked a group this same question and the answers ranged from $2,000 to $300,000.  Jordan believes when he collects 100 business cards it is his job is to turn some of them into lifelong customers.  Each time he takes action the chances of one or more of those business card contacts turning into lifelong a customer increases.  Examples of actions to take are making a quick phone call, sending a greeting card, buying each person lunch, sending a gift, sending the contact business, staying in touch, and with some contacts doing all of these things.  So what is the lifetime value of YOUR customer?  Jordan does not look at a business card as just a card.  He looks at them like $100 and $1,000 bills.  Would you ignore $100 bills stacked up 3 inches high on your desk? 

Simply commit to call 3 or 4 of these cards each day until the stack is gone.  Once you have made this connection add these people into some kind of database.  You can use Outlook, ACT!, GoldMine, salesforce.com, or even index cards.  The database you choose is not important.  What is important is that you take notes on what you talked about and add them to your database for future reference, referrals, or business opportunities.  Once these cards are in your database THROW THEM AWAY or GIVE THEM AWAY!  Just don’t leave them sitting on your desk.

Please… Stop Going to Networking Events!

Last week I spent a day making my fourth contact with people I met at a networking event the previous month. It was a great event filled with what seemed to be highly motivated professionals who truly wanted to grow their business and referrals. The strange thing is 90% of the people have yet to make a single contact with me. Should I take this personally? Maybe I present myself in a bad way or don’t say the right things. Could it be that most people simply don’t followup after a networking event? The question that comes to mind is why would you go to a networking event, meet 20 new contacts, and not followup? What is the point of that?

It reminds me of a conversation I had recently with Bob Civello owner of Smarter Small Business. I met Bob at the same networking event I was following up on from last month. He made an off handed remark at a later meeting about the lack of any followup after networking events. Bob estimated in the last two years he has attended over 50 business expos, tradeshows, and networking events. Bob has shook hands with over 2,000 people at these events. With that many people I would think at least half of them did some kind of followup. I mean how hard is it to followup with an email or a phone call?  I outlined my followup process in my post 7 Steps to Follow Up Success.

Sadly the rest of the story is only 14 people did any kind of followup. 14 out of 2,000! If you are one of the 1,986 people my hope is you are reading this! The part to really think about here is at this point Robert has so much value on followup that he is very open to meeting with anyone who engages him after the event. He knows if a new contact actually follows up they are well worth adding to his network. Imagine how easy it would be to stand out to Robert… Simply picking up the phone or sending an email would give you the opportunity to connect, make a true new contact, and create a new referral source.

I think most businesses and sales professionals want to stand out from their competition. It seems with Roberts experience it could be as simple as just picking up the phone and reconnecting.