Follow Up - Networkings Hidden Element

Recently while talking with another BNI Director, we talked about negative feedback and the art of listening.

The old saying we have 2 ears and 1 mouth came into the conversation, when we hear good things we listen, when we hear negative things we want to respond, but we should listen more, so we can improve.

Most negatives will be become positives if you deal with them appropriately. We should not let negative feedback we receive change our focus or goal, but we should use it, where appropriately to improve ourselves.

So what was the negative feedback about? Follow up!

With networking, the hidden key to success is follow up, and timely responses. From a BNI perspective, this is following up visitors that have attended your meeting. You need to follow them up from a business perspective, how can do you business with them if you have not contacted them and arranged to meet with them. It is also following up the referral; remember that it starts going real cold after 48 hours!

After every event or meeting you attend, diarise your follow up calls, reminders and advance notes about who to catch up with at the next event. There's nothing more embarrassing or damaging to new relationships than to make a connection with a fellow guests at one event or a BNI meeting and forget their name at the next! There is no point in attending an event without a follow up process. Real fortune is in the follow up!
Is your BNI chapter like this? YES!

If you are continuously meeting new people and following up, you are 95% there, and from experience 100% a head of the competition, because most people don't follow up.

So where does the 2 ears fit into networking?

Listen and sound interested, curious and caring. Take note of things that matter to them, for when you contact that person. These are the things that demonstrate you listened and you care. Remember, people want to know you care.

It then makes sense that 1 mouth comes in, when you call them and follow them up, using the things you listened to and noted so that when they know you are interested in them and you care, they will want to get to know you better, leading to a relationship

Follow up does a few things in networking.

• Allows opportunities to be seized, not loss
• Develops relationship
• Shows you care and are interested in them (Givers Gain)

Happy Networking

Glenn

The Power of Word of Mouth

According to a recent PQ Media research report, many major brands are increasing their word-of-mouth marketing campaigns despite the worst recession in decades.
Last year, companies increased their word of mouth advertising efforts by more than 14 percent, to more than $1.54 billion. Furthermore, according to the report, spending on WOM campaigns is expected to reach as much as $3 billion by the year 2013.

PQ Media defines WOM marketing as “an alternative marketing strategy supported by research and technology, which encourages consumers to dialogue about products and services through various online and offline tactics, often facilitated by brand ambassadors.”

“The most influential marketer in a consumer’s life is someone they know and trust, such as a family member, friend or colleague,” according to Patrick Quinn, president & CEO of PQ Media.

Developing WOM communities both online and offline is part of an emerging trend. What are you doing to participate in this trend? I’d love to hear your feedback on this important and growing element in business.