Everyday Tapping: Networking & The Magic of Follow-up
by Nancy Tilton Hand | Oct 1, 2015
What happens when you get back from a networking or social event?
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That’s when the real magic happens. If you were planning to get back into your old routine, you may want to rethink things. Building your network takes a little bit of effort but if you take the time to do it properly, you will be richly rewarded.
Cultivate your new contacts
Think of your network like a garden. Each new contact is like a delicate seedling.
Every time you go to a networking or social event, it is like having the opportunity to acquire seedlings for your garden. You have to care for them until they are established.
With nurture and care, your new seedlings will thrive and grow in your garden. They may even self-propagate. Left alone, most will wither.
If you have had a successful networking or social adventure, you have new contacts. What do you do with new contacts? Contact them! Cultivate and nurture the relationship. Discover the commonalities and mutual benefits that exist between you and your new contact.
Know. Like. Trust.
People like to do business with people they know, like, and trust. They have to know you before they can like or trust you.
Still, reaching out to new contacts can be intimidating – even daunting. Sure, you might have had a great time getting to know one another at lunch or at the conference but it may still feel like calling a stranger.
Remember, if you have already met and exchanged information, you are no longer strangers! You have already moved to the next level of acquaintance.
Unlock the treasure chest.
That initial follow-up call can be enough to reveal that ONE person – the one with the lead, the one who becomes a client, the one who hooks you up with a choice gig…It only takes one good contact…
The good part is that other people may be timid, too. Nobody wants to be the first to reach out. They are probably worried that you will be too busy to talk or won’t remember them. Most people will feel relieved to hear from you.
By reaching out first, you release them of having to contact you (win!). So right away you have taken away a burden that may have weighed heavily on them. Moreover, you get to choose the timing of the follow-up contact – making it easier for you to schedule.
The reason for the contact is making contact.
You don’t need a groundbreaking reason to reach out to a new contact. Saying “Hi” is enough reason to reach out. Once the conversation has started, you may discover new information about each other and develop a deeper rapport. You may just say “Hi” and lay a more stable groundwork for future interactions. That’s ok, too.
Before you reach out, decide on a goal for the conversation. It could be to solidify the contact and set up a future meeting. It could be for a referral. It could be just to say “Hi.”
If you followed your pre-networking/socializing plan, you recorded some of the details of your conversations with new contacts so that you can help them to remember YOU.
Still nervous about reaching out? Tap away those nerves!
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Start by thinking of the last time you returned home from networking or socializing and realized that you had to follow up with your new contacts in order to keep them.
You can also think of an upcoming networking or social opportunity that might lead to new contacts for you. Imagine it in your mind as vividly as possible.
Tap this protocol out loud.
On your Karate Chop (KC) Point:
Even though I’m overwhelmed by having to follow up, I deeply and completely love and accept myself.
Even though I want to wait until they contact me, I deeply and completely love and accept myself.
Even though It feels like I’m calling a stranger, I deeply and completely love and accept myself.
Top of your head (TH): I don’t want to follow up.
Eye Brow (EB): I’m tired!
Outside of the Eye (OE): I just want to get back into my routine.
Under Eye (UE): I have so much to do!
Under Nose (UN): Things have piled up since I’ve been gone!
Chin (CH): It’s crazy around here.
Collarbone (CB): I don’t have time to follow up with my new contacts.
KC: If they are interested, they will have to contact me first.
TH: I don’t have the time.
EB: They won’t remember me anyway.
OE: We really don’t have a relationship.
UE: Just because we exchanged cards doesn’t mean I should contact them.
UN: They aren’t expecting to stay in touch, anyway.
CH: It was just a gesture.
CB: But what if it wasn’t?
KC: What if they DO contact me?
TH: Will I have the time to talk to them?
EB: Or will I be caught off guard – scrambling to know what to say?
OE: Or worse, I may so unprepared that I give the impression that I am not interested.
UE: Then I will have blown that contact.
UN: What if that person turns out to be that ONE great contact?
CH: They might be a perfect client for me.
CB: They might refer many wonderful clients to me.
KC: They might be the one who hooks me up with a “career making” gig.
TH: If I wait for them to contact me, and I am unprepared, I could seriously miss out.
EB: I can make the time to contact them.
OE: I can review my notes and set a precedent for good conversation.
UE: I went to all of the trouble to network and socialize…
UN: Now I want to reap the benefits of my time and effort.
CH: If I contact them first, they will know how important they are to me.
CB: That will set the tone for our relationship.
KC: They may have the golden key to a treasure chest full of opportunity for me.
TH: Or they may end up being a good friend and valuable member of my team.
EB: I want to find out about my new contacts.
OE: I want to cultivate my new contacts.
UE: I choose to open my mind and my heart to the possibility of great relationships.
UN: I wonder what it will be like to have a new friend?
CH: I wonder what it will be like to have a new client?
CB: I wonder what it will be like to have a new cheerleader spreading the news about me.
KC: I choose to make contact NOW and find out.
Take a deep breath.
That should help ease the way for you to begin cultivating your new contacts. If you can, contact them in person with a phone call instead of an email or text.
Get to know your new contacts and find out how you can be of benefit to each other. The more you know, the more you grow!
If you have consistent problems reaching out and making contact with people with whom you have already made contact, let me know. We can work together to smooth out any blocks you might have to reaching out and developing relationships.
PS – Be sure to check out the companion video and tap along with me!