How can you effectively follow up with a new professional contact?

Ideally you connect immediately on LinkedIn during the networking event. I often reach out even before the event and let specific people know that I'd like to meet and connect on the event. Before that I do my homework, find out as much as I can about that person, what they post, like, share etc. The followup via LinkedIn or email should happen within the next few hours after the meeting. I pays to craft that email carefully and show you truly listened to what you picked up during the event and from the person you are addressing. Be as specific as possible what your intention to keep in touch is, regardless whether it is a call to action or the "why" you are asking for their time/attention.

If you do email them, suggest that you stay connected through LinkedIn and let them know you’ll be sending a connection request. And follow through.

Wanna be unforgettable? Stop with those yawn-worthy "nice to meet you" emails. Instead, remember that offhand comment they made about space travel or artisanal cheese or whatever? Dig up a killer podcast episode about it and hit 'em with it in your follow-up. Nothing says "I actually give a damn" louder than showing you listened. Listen, chat, follow-up with flair. Be the person they can't wait to talk to again. Easy peasy.

Or, you can offer to introduce them to someone who you think would be a relevant and valued connection in their industry. Ex: “Do you know Jack Snow? He’s the president of this company which, I believe is vital in your industry. We went to school together. Would you like me to introduce you?”

Sharing value via sending an useful article or suggesting an intro is only truly useful if you are sure the recipient's current needs. Also, if you make an intro, be sure it will really be of mutual interest and benefit. Another way to support a new contact is to engage with their posts, articles, newsletters or whatever they publish. Like their content, comment their blogs, share their requests in your own network and be helpful in small ways.

Commenting on their social media posts is the least intrusive way to do this. Then, if you send them a relevant article or ask the occasional question, you won’t appear to be a stalker.

One thing that has really worked out well for me is to think longterm. Every contact may eventually become a cornerstone of your mission. Being authentic, human and your true self is the best way to lay that foundation. Time over time I have experienced how a connection that I made on the other side of the world turned out to be the vital link to an opportunity in a totally different place years later. You reap what you sow.

Honest answers, given respectfully, go such a long way: - If you don't have time to help them with something right now, say so - If you're not interested in what they're selling, tell them why - If you don't know the answer to their question, admit you're not the right person for them to speak to (and point them in the right direction) It can be so tempting to give a person the answer they want to hear so they'll have a positive perception of you. But in the long term they'll respect and like you more for being straightforward with them.

Create some kind of CRM or use one of the existing to keep track of your connections and conversations in a structured and searchable way. With the help of today's smart tools, it has become easier than ever before to manage even thousands of connections that you want to keep warm. One caveat: If you do not schedule time to revisit contacts, reflect on how to best serve them or make them feel genuinely valued, no tool or protocol on earth will be on real use. I have a fix slot in my agenda that is entirely dedicated to keeping old and new connections alive.

Send a personalized thank-you email/message within 48 hours, referencing your conversation and expressing interest in future collaboration. Offer value like an article or resource, and suggest a follow-up meeting or call. Stay professional, memorable, and genuinely interested in their success.