I know that you go to many networking events, hand out business cards and collect dozens The question comes to mind- WHY and WHAT do you do with them when you get back to the office? This question was raised as the “Table Topic” at the most recent meeting of the Brookfield Chamber of Commerce, Business Before Breakfast. According to Michael Goldstein of Unlimited Signs and Designs, he makes bricks out of them and has enough to build a house. Michael, it turns out, is one of the few people at the table who has a process to deal with these cards.
We always start with THE END IN MIND, to quote Steven Covey. Why do we collect business cards? Here are some of the reasons that I heard…
To follow up wih a few and have coffee (or tea…or hot chocolate..or a martini): The purpose of going to a networng function is to find people that you want to get to know better. Choose 2-3 from each gathering and get together to deepen the relationship and hopefully find ways to help each other.
To introduce them to someone else in your referral network:
When you find someone a resource or a referral partner they will never forget that you helped you. A simple email to both parties connecting them is sufficient but setting up a meetng is even better.
To add them to your contact management program:
This CRM is NOT used to sell them your services but to be able to periodically send them something of value…a card, information, statistics, an upcoming seminar, etc.
How do you manage that stack sitting on your desk? Just like anything you do in your business, you MUST have a P-R-O-C-E-S-S that you follow. You need to either DUMP, DELEGATE OR DO the necessary follow up to make your networking WORK for you. I shared a quote this morning that everyone should take to heart. It has to do with the Networking Myth, “I join, therefore I get.”. It is not how networking work. You have to WORK your NET. That is what the word means.
Add them to your CRM database:
Whether you have an administrative assistant do this, do it through IT programs such a World Card (thank you Dawn DeCosta) or with a scanner (thank you Chris Scull), you do not have a business unless you have a functional database of your clients. Some use Constant Contact, some use an old fashioned Excel spread sheet, some use Outlook. I use a data base designed for mortgage officers and Realtors called Sharper Agent. You can then use your data base to sort, send and basically stay in touch. Mine sends out a monthly newsletter and has multiple drip campaigns to choose from. It will also email postcards and flyers.
Add their business cards into a binder or put their contact info into your phone::
The purpose here is to be able to find them either as a resource for yourself or to be able to share their contact info with other referral partners or clients. I, personally, put anyone who I think might be of value to my clients into my phone and I can then share that information easily via text.
Connect with them via Social Media:
Go to where your Clients CONNECT. Send them an invitation via LinkedIn, Facebook, Instagram, Google+. It is a great way to stay top of mind and to know what is going on in their world. Just today, via Facebook, I was able to refer some resources to people who were looking for sevices and congratulate others on accomplishments.
Invite them to another meeting, networking event or seminar:
Most people DON’T know where to meet the people they need to meet. Yesterday I had 5 guests from my networking circles that I invited to a Women’s Council of Realtors Group. They included people who needed to interface with Realtors: a building inspector,, a Real Estate Attorney, a Mortgage Broker, a Mary Kay Consultant and an Ambit Energy Consultant.
The underlying theme here is that you network and share business cards to find resources for yourself, your clients and for your referral partners and also to HELP the person who you just met. You are NOT collecting business cards to sell to that person. First you need to deepen the relationship, gain credibility and provide value.
On a final not, there were some creative variation on business card design. One idea was to have a card specifically for networking events with, perhaps a QR code linked to a video or to your website as well as how to find you on various social media sites (thank you Jerry Friedrich). Jennifer Morandi showed us that her card has a blank spot on which to take notes or so that you can hand it to a person with all of your information showing. Using the back side for anything from a calendar, to a photo of a listed home, to a memorable quote or your mission statement was talked about as was changing the size or orientation to make it memorable (thank you Candee Caldwell). Having a good photo on your card is another way to be memorable.
Whaever your intention or process, make sure that you DO something with these cards or all of your networking will not work.