Imagine this.

You’re sitting at your desk the morning after a networking event. You met a number of new contacts, had some great conversations and collected a dozen business cards. You sit there, staring at the cards and have one, or a number, of the thoughts below:

I hope they call. Most sounded like they were really interested.

If they want to work with me, they’ll call.

The last time I followed up no one bought, wanted to meet, or even called back.

I followed up and got no business. It’s waste of time.

My job was to give them my info. I don’t need to call.

I don’t have time for all theses calls. And if they do buy, I can’t handle the business.

These thoughts just keep rolling around in your head until the phone rings, the boss walks in or something urgent grabs your attention. At that point, you put the cards in your drawer, promising yourself you’ll call them once you get things caught up. Two weeks later, you open the drawer and find the cards. You pick them and think,”it’s probaly too late to follow up” and throw them in the wastebasket.

Now, we both know the story doesn’t relate to you, but the truth is that very few professionals follow up. In fact, reasearch has shown that about 90% of people who attend networking events don’t follow up.

If the premise of business networking is to connect with others who may want, need or have the ability to buy from us, why don’t we follow up? Doesn’t this fly in the face of common sense? Why invest the time to attend an event, overcome the stress of an intial contact, exchange contact information if you’re going to have the courtesy, let alone the professionalism to build on that connection?

Could it be most people have it backwards? Let’s look at some business facts:

1. It’s been consistently proven that networking is the most cost-effective strategy for growing a business, driving sales or building revenues.

2. People do business with people they like, know and trust. We buy people first, ideas next and things last, in that order.

3. Most networking conversations occur in under three minutes.

4. Very few people (if any) will buy a product or service in under three minutes. As consumers today, we’re all too informed, aware and cautious.

5. Relationships are the basis for success in business and in life. Most often, doing business with someone is a by-product of a relationship.

6. When used effectively, a three-minute conversation can create an incredible bond and act as the launch pad for a relationship.

7. Relationships take time, require investment and need to be nurtured.

8. Following up after a networking conversation is an opportuntiy to create additional contact, which can have a direct impact on building and strengtheing a relationship.

9. Using this logic, souldn’t a primary objective of a networking conversation be to discover opportunities for the other person to want to stay in touch?

10. Once areas of common interest or complementary value are discovered, follow is not perceived as an intrusion, rather it is welcomed as a sign of professionalism, adding to trust, integrity and respect.

What’s your biggest follow up issue?