September 8, 2009
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Networking is good for almost any business. For advisors, this means attending networking events. Yet many struggle with these events, for a number of reasons. It’s uncomfortable to attend an event alone. It’s intimidating to strike up a conversation with a stranger. It’s difficult to decide if it is more effective to speak to as many people as possible and gather cards or to have in-depth conversations with just a few people.
For those reasons and many others, attending a networking event is an uncomfortable experience for many advisors.
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Even if you overcome those hurdles and feel like an event has been a success, you still have to follow up and continue to build relationships with the people you meet. The standard practice for most advisors is to send an email, make a phone call or mail a handwritten note.
But what happens after the initial contact? Is there a system in place to continue following-up in the coming weeks, months and years, even if there is not an immediate fit?
This is where most advisors fail in their networking strategy. If there is not an immediate opportunity to do business, they often let the relationship lapse due to time or resource constraints. By allowing this to happen, a perfectly good networking contact that may have lead to future business has been wasted.To make the most of your networking after the event, you need develop a strategy that keeps your name top-of-mind with all of your networking contacts without adding too much additional work on your end. LinkedIn and e-newsletters are two strategies that achieve this goal.
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