From Business Cards to Business Relationships: Personal Branding and Profitable Networking Made Easy, 2nd Edition

There are people with whom I rarely spend one-on-one time, yet they are still valuable members of my network. They are considered valuable members of my network because I know who they are, what they do, and what they have to offer, and I like them, trust them, and think they are competent, and vice versa. Sending these people referrals or picking up the phone when I have a quick question does not require an “official” networking meeting.

Target Market and Follow-Up

A target-market contact has the highest priority in terms of follow-up and finding out if they are ready to move into the sales process. These are the people you've determined are a good fit for your product or service and have a connection with you.

Recently, I attended a political convention where I met a gentleman who is a partner in an international accounting firm. The conversation naturally led to what I have been doing since the end of my political campaign. Using the 5-10-15-Second-Communication approach (see Chapters 48 and 49), I explained that I had re-launched my company and was doing training and consulting on business networking.

By the end of my 15-second communication spot, he self-identified as wanting further information about my services for his firm's young-accountant-training program. I got his business card and that was the end of our business talk at the convention.

When I returned to my office, obviously he was a priority follow-up. Right away I sent him a personal note with a marketing package ...