The document discusses the importance of following up after networking events or receiving referrals. It provides tips for effective follow up, including asking for the preferred contact method when exchanging business cards. Not following up can damage your reputation and prevent future referrals, while following up builds relationships and trust, and has led to significant business opportunities for some. The key takeaway is that the fortune is in the follow up, so don't procrastinate - follow up efficiently on all contacts and leads.

1. The Fortune Is In The Follow Up!
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3. What You Will See
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• Introduction
• Networking Follow-Up
• Referral Marketing Follow-Up
• Final Thoughts

4. Introduction
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• Fact - Networking brings companies a rich stream of new contacts and
business that can make them more successful & profitableFact -
Networking help them to understand their customers and the
marketplace better whilst testing their message and its effectiveness.
Fact - One of the things that makes some business owners reluctant to
go networking is that they don't feel comfortable rolling up to complete
strangers and starting to talk to them.
• Fact - When they do pluck up the courage, then failing to follow up is one
of the biggest errors business owners commit when they network or
attend a referral marketing group.
• Fact - Following up after meeting someone at a networking event or
following-up a lead or referral from a referral marketing system may have
different approaches but the mantra “the fortune is in the follow-up” still
applies!!!

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6. Networking Follow-Up(1)
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• I love to network. But, after a fabulous event even I have faced that pit-
of-the-stomach feeling when I look at the business cards I’ve collected.
• How am I going to follow up with these people? Will I be bothering them
if I call? Will email seem too impersonal? Is it presumptuous to friend
them on Facebook or connect up on Linked-in? etc etc etc
• Here’s my favorite tip from Lindsey Pollak:I’ve developed a plan to take the guess
work out of follow-up. It’s super simple and works every time. When I meet someone I’d like to
connect with again, I simply say, “I’ve really enjoyed meeting you, and I’d like to keep in touch.
What’s the best method to reach you?” This gives your networking contact the options to:a)
Politely blow you off by saying something like, “That’s really nice, but I’m super busy right now. I
enjoyed meeting you too and hopefully we’ll run into each other again.” (Translation: I’m just not
that into you.)b) Tell you his or her preferred contact method. If the answer is b (and it usually
is if you’ve read the situation correctly), once you know where you stand and how to
communicate, the rest is easy. Follow up exactly as instructed, and your fabulous contact will
be expecting your communication.

7. Networking Follow-Up(2)
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• Don’t worry if you have not “asked that question” in the previous slide.
Here are some other top tips in your first “follow-up” message:
• Mention the meeting and the conversation.Refer to something specific that came up in the
conversation, especially a mutual interest.Suggest a way to continue the conversation.Attach an
article or include a link that will please the other person (not a hard-selling piece).Mention a next
step you will take.Remember each step requires making a memorable
connection with the other person and then mentioning it in the
“message”.
• Worse thing they do is ignore your message - this will be a minority.
• For more great tips, a great resource is networking expert Rob Brown’s
45 Powerful Networking Follow-up Tips available here -
http://www.scribd.com/doc/207146945/45-Powerful-Networking-Follow-
Up-Tips

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9. Referral Marketing Follow-Up(1)
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• In this part of the presentation, you have got over your initial shyness at
meeting strangers at a networking event.
• Now relationships with other people has developed on “know, like and
trust”
• Specifically, you might be members of a more formal networking or
referral marketing group where formal “contribution” or “referral” slips are
swapped.
• The participants have put details of leads, referrals or requests for
meetings etc on the slips etc for people to follow-up. This is the “referral
marketing gold”.
• Even more important to follow-up because you might have shown true
character and competence by having a proper plan for the businesses
and contacts you wanted to be referred into. Don’t disappoint!
• Not following-up will damage your reputation with the people you meet,
and further leads will not be forthcoming. So What’s next?

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So - What to do when
you
get one of these?
Referral Marketing Follow-
Up(2)

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Referral Marketing Follow-
Up(3)
Do you bin them?

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Referral Marketing Follow-
Up(4)
Or follow them-up?

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Referral Marketing Follow-
Up(5)
If You Don't Follow Up?
Some Real Life Stories I’ve Seen In Last Few
Years
•The Member of a group who left £10k on the "table" in
unclaimed referral slips because too shy to call!
•The repair request that was not followed-up that stopped other
referrals to the group being given by the referrer!
•The national deal not consummated by lack of a simple phone
call!
•The next referral not asked for by someone who lost the slip!
•And countless more examples etc etc etc

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Referral Marketing Follow-
Up(6)
But if you do follow
them-up? You get -
Some Real Life Stories I’ve Seen In Last Few Years
•Two members from different groups generate £30k opportunity by having that
suggested 121
•New JVs created by people getting to know each other and building Know-like-
Trust
•People going from 0-150 clients in 4 years just on following-up the leads given to
them at meetings
•Many people getting 70-75% of their business through referral marketing - even
online digital marketeers!
•And countless more great success stories from people following-up

15. Final Thoughts
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• When you start to network remember remember remember
this crucial saying "The fortune is in the follow up!"People
procrastinate and put off following up on contacts, referrals
and leads for numerous reasons including poor time
management, fear of phoning, or fear of rejection. Don't let
this happen to you!Follow through efficiently and quickly on all
meetings, referrals and leads you are given. Remember - The
fortune is in the follow up!Networking is not about selling its
about relationships. You must follow up & build these
relationships consistently to watch the referrals start & grow!
Its all about Know, Like & Trust.Conclusion - Don't put it off!
Do It Today!If you have any other top follow-up tips for
networking or referrals then please leave us a comment via
Linked-in.

16. Contact Us
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Phone - 07706 171851
email - stuart@conspicuous-cbm.com
Twitter - @conspicuouscbm
Linked-in - uk.linkedin.com/in/stuartwalton/
Linked-in - www.linkedin.com/company/conspicuous-cbm
Facebook - www.facebook.com/conspicuousCBM

17. THANK YOU
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