Chapter 27
Add Velocity to the Relationship
Once you have the rapport in place and a basis for further contact, it is up to you to keep the exchange alive. Influential people have busy lives, and the random encounter they’ve had with you may or may not stay on their minds as much as it does on yours—or as much as you would want it to. Just as massage therapists will never take their hands off their client for fear of breaking the therapeutic connection, successful random connectors will keep new relationships alive through sustained communication. It’s your job to turn your random encounter into an opportunity—and that means constantly moving the relationship, conversation, and opportunity forward.
Sometimes you part ways and make a vague agreement to be in touch again. In this case, it’s your job to stay on the other person’s radar screen as he or she returns to a fast-paced workweek. On the other hand, if you get your new contact to commit to staying in touch by agreeing to some kind of next step upon parting ways, you increase your chances of having a successful follow-up.
A lot of people talk a good game in the moment but flake out in the follow-up. It’s rare that someone actually circles back and stays in touch. So that’s how to differentiate yourself and build credibility; be the kind of person influential people want to know and with whom they want to be involved.
If there’s a specific action step, of course you will respond accordingly. If there is no agreed-upon follow-up, ...
