For the last few weeks I have been writing about the art of networking and within networking, attending conferences. Whether you are networking locally or attending conferences, without follow-up your time has been wasted.

Earlier in my career, (and it still happens sometimes now!), I was so poor at follow-up that I lost many opportunities. Now I literally schedule time in my conference day to follow up. That often means that I miss a presentation or a lunch or a dinner, but if I don’t schedule that time, I have wasted my attendance time at the conference. For me, if I schedule follow-up it happens.

Without scheduling it does not happen.

Here are a couple ways I like to reconnect with new contacts:

Send a short, personalized message within 48 hours. Reference something that the two of you discussed. This will help them remember both you and your conversation at the event.

Offer an article, another meeting, or a resource. When I read an interesting article, I put it aside, and then after a conference, I use it as something to send to the people I met there. Sometimes the same article will work for everyone, other times I have to search for something else that is relevant. If you have written articles or you have your own website, send something that is yours as a follow-up.

For example: “Hi Clara, great meeting you at [Event]. I really enjoyed hearing about your work with underserved populations. Here’s the article I referenced when we were talking. Can we put something on the calendar to see if it would make sense for you to…”

Charles went to the conference and he said it was still very hard, but having a plan made it hard and manageable rather than terrifying. He says that each time he sits down and makes a plan for a conference, it helps. With his game plan, intentionality, and some practiced questions he feels more comfortable each time. The final step of follow-up ensures his time spent preparing delivers the best results.

If you’ve been avoiding conferences because you are concerned about how to use them strategically, take more time to prepare. Seek ways to engage, connect, and follow up. Approach the conference with the attitude of building connections.

If you would like more support, especially support related to your industry, give me a call.