John-Paul Hatala

You went to a conference last year. Met someone who was connected and had access to a lot of information that could help you accomplish your goals. You exchanged business cards and promised to follow up....and nothing.

Sound familiar? It happens to the best of us. We meet someone interesting, connected and willing to help and nothing comes of it. Do we accept that it's just human nature or is there anything we can do about it? What motivates us to want to follow through with the connections we make?

Unfortunately, there's no easy answer, nor is their a right one, but I'm willing to take a stab it. First, I believe there are moments in our lives when we connect with someone and feel that there is an opportunity to help each other. These types of connections can happen at conferences, retreats, meetings or anywhere there is a theme of some sort. Often the level of excitement is at it's peak and we're filled with a sense of momentary motivation to follow through. It's all about that energy and the fact that when we do see potential in a connection we don't have time to think but just react. When we leave the event and go back to our office, we've had the time to think and that instantaneous moment of excitement is lost.

So how do we maintain that level of excitement so that we do follow up with the contact? First, it's important to make a link between what you hope to accomplish (you goal) and how that contact can help you. You may have seen the linkage right away and at other times you need to explore further. Whatever the case, the objective you're trying to accomplish needs to be the at the centre of your motivation. Without that the purpose to connect maybe lost.

Second, if possible, when you do meet someone, set a date to chat or meet in person right then in there. It may not work all the time, but you should at least try. By doing this, it forces a next step and will result in some form of action. 

Third, ask the contact if they're trying to accomplish anything, facing a challenge at work or interested in doing something new. If you can provide some resources to help, tell them that you will follow up with an email or phone call shortly. If you don't, tell them that you'll try and think of someone in your network who might be able to help. By doing this a message of reciprocity will become apparent and the contact will more likely be willing to follow through with their help.

Fourth, prior to the event, develop a plan on what you hope to accomplish. Think about who might be there that you want to connect with and then try and meet them. Most importantly , think about your goals, challenges at work or interests and make sure you can clearly articulate them. The more precise you are in describing the help your require the more likely someone will be able and willing to help.

Lastly, determine the relationship strength. If you're meeting the individual for the first time without a referral make sure you make a low-risk request. That is, what you ask for is easy for the individual to provide. For example, you may want to ask for information on hiring trends in a particular industry versus asking for a job opportunity. Low-risk requests open the door to leveraging the contacts resources while developing a mutual beneficial relationship.

The next time you go to a conference and meet someone, make sure to follow up. You'll be surprised what can come from continuing a conversation after an event.

JP