Have you ever noticed while networking some people force their business cards on you while others hold back; or some people will take careful note of the front of your card studying your name, company name and title, and then turn your card over to take careful notes on the back; and still others will barely peek at the face of the card before jamming it into their pocket?
Do you immediately get a sense of which people with whom you would prefer to do business just from their method of networking? If so, then make careful note of which methods you prefer and mirror the same. You will be perceived as highly professional.
Here is a handy etiquette guide that will attract others to you while networking and ultimately present you with new business opportunities: Only take cards from people to whom you can offer referrals; Only take cards from people whose service you need; Briefly write on the back of their card the reason why you requested it for easy recall when you arrive back at your office. Remember to not give your business card to anyone unless asked.
This deliberate method for networking will appear very easy and natural to others providing you wear clothing with at least 2 pockets. The first pocket will hold your own business cards and a handy pen, and the second pocket is designated to hold every business card you collect. This alone eliminates confusion on your part when meeting many people as you will always know the exact pocket from which to pull your own card.
To refine this method further, wear clothing with 3 pockets. Again, the first is to hold your own business card and a pen. Assign the second pocket to hold the exciting cards you collect – those of the people who want to do business with you. The third pocket will be available to collect the cards of everyone else who has the urge to jam their card into your hand.
The beauty of this refined method is two-fold. First, as you are networking, businesspeople will be admiring your demonstration of ease handling all of the cards and mentally note that you are highly professional. Just as important, by the time you get back to your office, all of the cards will have been categorized to perfection and will not take an extra minute of your time to put them in order!
When you return to your office do you currently feel overwhelmed by the number of business cards with which you need to follow-up? The notes on the back of each card as suggested above will help enormously to speed through friendly follow-up email. You might begin by writing, “It was a pleasure meeting you…” Then refer to the conversation per your note on the card.
The next step is to enter all of the information collected into your database. If you are like me, you may cringe at the prospect of having to enter all of that information. Are you instead, tossing the cards all into a drawer, hoping you will be able to find each one as needed? Depression may set in as you realize it is essential that you capture the information for future use and to continue building your contact list.
I was able to overcome the problem by purchasing a top of the line card reader. The high end reader as opposed to a lesser model is able to accurately read 95% of the cards collected. It also allows for easy proofing, and with the click of the mouse will transfer all of the information into the database. The best part of the reader is that it’s like a toy and I find myself looking forward to using it! The increased efficiencies of reading in the information on the cards and having the information at my finger tips made the expenditure very worthwhile.
Once your cards are entered into the database, the next step is to place your contacts into groups for future e-mail notifications. It’s wise to keep in touch with everyone on a consistent basis whether by month, quarter or on a semi-annual basis.
Remember, circumstances change so continue to be politely persistent! When you write or call, say or ask, “I was thinking of you” or “What’s new with you and your company?” This is the beginning of building relationships and smooth selling.
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