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If the size of your lead list is exploding, but you aren’t putting in the work to nourish them, you’re not doing it right. Names on a list do not equate to leads, sales, referrals, or strategic partners that will help you to build your business.

Instead, networking is all about the follow up. Specifically, networking without following up negates most of the effort you put into finding these new contacts. Here are a few of my favorite tips to keep the momentum going and your networking a success by emphasizing your second half strategy.

  1. Reach out to everyone. Many people will decline your follow-up invitation for a variety of reasons. However, sending the invitation helps to build a positive reputation with the invitees.  Not everyone who says they will reach out actually do! Only those who are serious about developing their referral partner pipeline will actually take the time. As contacts get pruned from address books, your extra effort could be the reason your name stays relevant. Everyone else gets weeded out!
  2. Build follow up time into your schedule. You can send out a template invitation and, with pre-scheduled time blocks, you don’t have to stress over your schedule week to week. It doesn’t have to be a chore for you!
  3. Create a system for yourself. Sending a monthly email with valuable information serves two purposes. It will not only keep you top of mind with everyone you’ve met, but will also put your contact info front and center. When they decide they need your services or they refer you, they will know how to find you quickly.
  4. Give. I’m sure you’ve heard it before – you have to give to get. With one of your newly developed referral partners, send a little business their way. This reciprocal networking is invaluable with new contacts. It can strengthen your business relationship and give your customer a solution to their problem. A win-win for everyone.  You don’t always have to have the answer, but you need to know where to find it!

Still not sure where to get started? Give us a call at Piccolo Marketing at 615-348-7768 and we’ll help you get your networking follow-up strategy in line. Then, join us at our next Nashville Locals event to put your new strategy into action.

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