by Richard Avdoian
We all recognize the importance of networking to strengthen our client relations, develop referral partnerships and prospect for new clients. But there is a by-product of attending these events, the collection and handling of the business cards we either request or receive from other business owners and professionals.
If you are like most, you have a stash of business cards in the corner of your office and have likely done nothing with them.
For the best return on the time invested attending specific networking events, luncheons or civic events, spend time identifying the specific business owners or business representatives you want to meet. Be realistic. Set a target number of individuals to meet during the time you have. You are not in a competition to collect the most business cards. Instead, direct your time, attention and energy seeking out and spending time with those you have on your list.
To effectively control, handle and benefit from business cards consider these three simple tips:
Speed Networker (card collectors and card distributors).
• Avoid these individuals when possible. Their mission is to meet as many people as possible with limited conversation to distribute their cards or add to their collections by requesting yours.
• These individuals will likely fill your email box, text and leave phone messages with sales pitches and requests. Be selective. Take four to sox cards and reserve them only for strong prospects and solid connections.
• Place these unrequested cards in a separate pocket and later discard them without review.
Prospects.
• Individuals you have spent quality time with and believe there could be benefit from establishing and enhancing a referral partnership. If you are inquisitive enough and express sincere interest you will likely be offered a business card and asked for yours. Make a point of remembering one or two personal facts and immediate following the event once home, at the office or in your car document the personal facts on the card or note pad to include in future correspondence.
• Place these cards in a separate pocket you have designated for prospects.
• Develop a follow-up email template for these individuals (include where you met, brief summary of the conversation and a personal fact) and express interest in scheduling a follow-up coffee meeting to learn more about your businesses and explore developing a referral partnership relationship.
Solid Connection.
• These are the individuals you spent the most time with and it was immediately apparent there was mutual respect, in depth sharing and request for additional information about services and products. You will want to request a business card and offer yours. Once again make a point of remembering one or two personal facts to include in future correspondence.
• Place these cards in a key pocket
• Develop a follow-up letter template on company letterhead which is mailed with similar content as the prospect email with the exception that rather expressing interest in scheduling a coffee meeting, add you will contact them within 2 weeks to discuss scheduling a meeting.
Don’t feel you must distribute your card to everyone who requests one or feel you need to offer one in exchange for receiving a card. Be selective. It is about quality connections not quantity.
Richard Avdoian is president/CEO of the Midwest Business Institute Inc., a business consulting and training firm. For information about training and seminars, contact Richard at 618-972-8588 or Richard@RichardAvdoian.com.
Submitted 6 years 212 days ago