Now that you’re back from International CES, be sure you make the most of the connections you made at the booths and hospitality rooms. Following up effectively on new professional contacts can increase your business as well as raise your profile in the industry. Here are some tips on how to avoid the old adage, “out of sight, out of mind.”
- Send a follow-up communication – either e-mail or snail mail – to tell your contacts that you enjoyed meeting them. Timing is important. Wait a few days after the show to give people a chance to recover from jet lag (as well as from whatever stayed in Vegas) and settle back in at work. But do it before two weeks pass.
- Be specific about the circumstances of your meeting. After shaking a few hundred hands, names and faces become a blur. Refresh their memory by mentioning where you met and what you discussed. If the talk wasn’t all business, toss in the appropriate personal reference (“Hope you had the chance to get in some golf”).
- Close the note with your wish to keep in touch.
- With the ball in your new contact’s court, wait for a response. If you receive one – even if it’s just an acknowledgement of your message – touch base once a month. Send news about product introductions or publicity your company has received. Keep their companies in mind when you follow industry news and send congratulations when you read positive reports about their company.
- If you don’t receive a response, try again, following the advice above. Persistence will ultimately pay off in widening your network of industry contacts.