Compass - Winter 2008 - (Page 4)

feature Networking – After the Event By Cris Canning, CMP SO YOU’VE GONE to a function, mixed, mingled, met new people and collected a stack of business cards. Now what do you do? Well, you need a strategy for staying in touch. What good does it do you to connect with all those people and then never speak to them again? The ﬁ rst item on your agenda when you return from an event or trip should be to record and organize all those business cards. On each business card you’ve collected, write a note about the person, so you’ll remember them. What did you talk about? Was there something unusual about him/her? Did you make a commitment to follow up? Also include the date and name of the function at which you met. Then organize the business cards in either a manual or electronic database. Rank them as to their potential importance using A, B or C. The A list you deﬁ nitely want to develop relationships with and maintain regular contact. These might include: • Prospective clients or employers; • People you will refer to others; and • People who will pass referrals to you. The B list people are those you want to keep for possible reference. You don’t expect to stay in constant contact with these people, but they have potential for the future. As for the C list, well, that’s everybody else. There’s really no reason to keep these cards, but rather than trash them and regret it later, stash them away somewhere and review them periodically. Accept reality—you simply cannot follow up with every person you meet, nor should you want to. It is imperative that you identify and separate those you will actively follow up with from others. This strategic approach is vital to your successful networking. Now you need a process, structure or strategy that will allow you to stay in touch with your contacts. Devote at least 20 minutes a day the networking process. Write out a schedule and make goals such as: • Spend 30 minutes each day reviewing the ﬁ le; • Call ﬁve new contacts each day; • Take a mix of 10-20 old and new contacts to call each week; • Invite someone to accompany you to an event; • Write three personal notes each day; and/or • Schedule coffee each week with someone you haven’t spoken to in 90 days. You should keep a log of when and to whom you’ve written or called. A good contact management software program will help with this and allow you to include notes on special events, vacations, birthdays and family information. Studies show that it takes about six contacts with someone before they know who you are and can correctly introduce you to others. Make every conversation or correspondence a chance to teach people what to count on you for, what you’re looking for, what you’re good at, and learn the same about them. Remember, it’s not just who you know but what they know about you. The opposite of networking is not working. Nurture your network. Make calls and send notes even when it is not directly business-related. Send people articles that may interest them. Sending newspaper or magazine articles will let people know that you’re thinking of them and their business. Better yet, send them referrals. Cris Canning, CMP, is head instigator of Hospitality Ink, a marketing consulting ﬁrm specializing in the hospitality industry which allows her to assist individuals and organizations to increase their credibility and visibility. She is a nationally recognized speaker and writer on industry subjects and the author of a booklet “199 Networking Tips and Tidbits,” which is featured in the MPI bookstore. For more information on the booklet (only $5) and other questions, contact her at Cris@HospitalityInk.com. 4 compass • Winter 2008

Table of Contents Feed for the Digital Edition of Compass - Winter 2008

Compass - Winter 2008 Contents Message from our President Networking- After the Event Holiday Party Cruise Control San Diego Firestorm 2007 Good Manners Is Good Business Planner Profile Supplier Profile News Briefs New Members Calendar at a Glance Advertisers’ Index

Compass - Winter 2008

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