| We all know the value of attending business | | | | screen. If your contact manager synchronizes with |
| networking events so that we can meet potential | | | | your smart phone, you will have your new contacts |
| clients and referral partners. We bring along a stack | | | | there, too. |
| of business cards, and we've been taught to collect | | | | The next step is to categorize this contact. You can |
| as many as we can from other attendees, right? | | | | create new categories and enter the contact into as |
| You've probably also learned to write notes on the | | | | many categories as you like so that they can be |
| back of the business card of each person who may | | | | easily found in the future. Perhaps they belong in the |
| potentially be an important contact in the future. | | | | CPA category as well as the Prospective Client |
| Then why is it that nearly every business owner I | | | | category. Perhaps you go to Chamber of Commerce |
| meet will admit to having a stack of rubber-banded | | | | networking events regularly. Consider creating a |
| business cards sitting on their desk collecting dust? Or | | | | category for just Chamber of Commerce. A few |
| worse yet, scattered all over their desk or in a | | | | months from now if you have the need for a CPA |
| drawer where they forget they even have them? | | | | that you remember meeting at a Chamber of |
| Believe me, I know it's tough. Time is precious, and | | | | Commerce event, you will have no trouble finding this |
| what we need to do with those cards just seems so | | | | particular person in your database. |
| time-consuming. Or maybe you don't even have a | | | | Before saving this new contact, perhaps the most |
| system in place for what to do with those cards. | | | | commonly over-looked step is to assign a follow-up |
| You don't know where to start. There is a good | | | | date, or a task in your calendar to remind you to |
| chance that, unless you connected with someone at | | | | reconnect with them. The importance of this step |
| that event who kept your card and wants to do | | | | cannot be emphasized enough, as our memories |
| business with you enough to contact you, the time | | | | cannot always be relied upon. (By the way, did you |
| you spent at the event could be wasted. | | | | know that if you receive an e-mail from someone |
| If you block one hour on your calendar each time | | | | who is not in your database, you only need to drag |
| you get back to your office after attending a | | | | the e-mail to the Contacts section of Outlook, and |
| networking event, you would be surprised at how | | | | Outlook will create the new contact automatically, |
| manageable this task can really be. There are a great | | | | and the only step you have to take is to fill in any |
| number of contact management systems available, | | | | missing information? That's right; you don't even need |
| but for our purposes we will assume you are using | | | | the business card.) |
| Outlook. The first step is to add each new contact | | | | After each new contact is saved, send an e-mail to |
| immediately. Be sure to capture each address, | | | | each immediately. The most effective way to do this |
| telephone number, fax number and e-mail address, if | | | | is to create a new signature that can be inserted, |
| there is more than one. This much is obvious, but in | | | | and then personalized if necessary. This e-mail can let |
| order to capture the important information so that it | | | | the contact know how much you enjoyed meeting |
| is not easily forgotten, there are additional steps that | | | | them and learning more about what they do. Without |
| you can take. Add notes in the Notes area of each | | | | making a strong sales pitch, simply remind them in a |
| contact, such as where and when you met the | | | | friendly way that they met you today. Offer them |
| contact, what you discussed, and what type of | | | | something of value. Be sure to point them to your |
| services your company may be able to provide for | | | | website and offer your contact information if they |
| them in the future. Attach such items as files, photos | | | | would like to connect with you further. This small |
| or e-mails, if that information helps. In Outlook, you | | | | step can go a long way toward cementing a future |
| can capture more details and all activities for the | | | | relationship. |
| contact by clicking on those items at the top of the | | | | |