Synopsis

Today’s topic comes from Dr. Misner’s book Avoiding the Networking Disconnect. Dr. Misner’s co-author Brennan Scanlon came up with this system for following up with new contacts after meeting them at networking events. It’s called the 24/7/30 Follow-up System.

* When you meet someone at an event, drop them a note within 24 hours after meeting them. Handwritten notes are the best, but using email is better than not doing it.

* Within 7 days, connect and engage with them on the social media platform they use the most. Do not sell to them.

* Within 30 days, set up a face-to-face meeting (in person or by video conference). Do not make this a sales call. Make it a relationship-building opportunity.

Yes, it’s difficult to make time for a lot of face-to-face meetings, but without them, you’re never going to take the relationship to the next step.

Do you have suggestions for improving follow-up? Share them in the comments.

Brought to you by Networking Now.

Complete Transcript of Episode 448 –

Priscilla:

Hello everyone and welcome back to the Official BNI Podcast, brought to you by NetworkingNow.com, which is the leading site on the net for networking downloadables. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan. How are you today?

Ivan:

I am doing great, Priscilla, and I have a topic that is really out of a new book that I have written. I have mentioned it a couple of times on the podcast, Avoiding the Networking Disconnect. If you are listening to the podcast, you can get it on amazon.com. Avoiding the Networking Disconnect.

A lot of the stuff in this book that BNI members might find valuable. I want to talk about a piece of it because I am often asked by people, “What is a good follow up system?” My co author came up with this concept. His name is Brennan Scanlon. He is an Executive Director there in Ohio, a great BNI Director. He and I wrote this book together, but this concept was originated by Brennan.

You know, I often see people make the mistake of meeting a lot of new people at networking events but then not having a system in place to follow up with the new contact afterwards. So they ask me what is a great way to follow up?

So here is a simple follow up formula that we call the 24-7-30 follow up system.

When you meet someone at a networking event, drop them a note within the first 24 hours. It can be a personal hand written note or an email. Use whatever approach you do consistently. Let them know that it was a pleasure meeting them and you hope your paths cross again.

The key is you have to do this consistently. People ask me which is better, an email or a handwritten note? Generally, a handwritten note, I think is the best. Nobody does it anymore. The problem is, Priscilla, I know I have talked about this in a podcast. I don’t do them. I have horrible handwriting. And you know, I have not found a card yet that has spellcheck.

Now, we do have BNI members with Send Out Cards. That is a great program. I love that and programs like that where you can do it online and send out a personal card.

In either case, follow up with either a handwritten note, a professional card through someone like that organization which I have recommended for many years, or an email. I am probably a little better at the email, so that is what I tend to do, or send them a card through an organization like Send Out Cards. I use Send Out Cards. That is where I fall. So within 24 hours.

In seven days, connect with them on social media.