Here's how you can effectively follow up with contacts after networking events in direct sales.

1 Personalize Contact

When reaching out to a new contact, personalization is key. Use the information you gathered during your initial conversation at the networking event to tailor your message. Mention a topic you discussed, or reference a shared interest. This approach shows that you were genuinely engaged during your interaction and helps establish a connection beyond just a sales pitch. It's also important to remind them where you met and suggest a concrete next step, such as a one-on-one meeting or a phone call, to discuss potential collaboration or business opportunities.

3 Utilize CRM

Leveraging a Customer Relationship Management (CRM) system can be incredibly beneficial for keeping track of your contacts and follow-ups. After each networking event, input new contacts into your CRM with notes on the conversation and potential opportunities. Set reminders for follow-up actions, which will help you stay organized and ensure no lead falls through the cracks. This systematic approach allows you to maintain a clear overview of your sales pipeline and manage your time effectively.

4 Offer Value

In every follow-up communication, aim to provide value. This could be in the form of an article, a market insight, or a helpful resource that relates to your contact's interests or business challenges. By offering something of value, you're not only keeping the conversation going but also positioning yourself as a resourceful and thoughtful professional. This strategy can help differentiate you from others who might simply be pushing for a sale without adding any real value to the relationship.

5 Stay Consistent

Consistency in your follow-up efforts is crucial for building lasting professional relationships. Don't let your initial follow-up be the only time you reach out. Instead, look for opportunities to touch base regularly, such as sharing industry news, congratulating them on achievements, or inviting them to upcoming events. This consistent, non-invasive approach helps keep you top of mind and reinforces the relationship without feeling like every interaction is a sales pitch.

6 Follow Up Again

If you don't receive a response to your initial follow-up, it's appropriate to try again after a reasonable period has passed, typically one to two weeks. In this second follow-up, it's important to remain polite and express your continued interest in connecting. You might also offer additional availability for a meeting or call, making it easier for them to engage. Persistence is key in direct sales, but always be mindful of the fine line between being persistent and being intrusive.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?