I went to a property networking event – now what? (Part 3)

This blog post follows on from I went to a property networking event part 2 here

Following up your “Passive” list

You’ve sorted out your system for your business cards (if you haven’t, you might be interested in this), and now you have your follow-up lists.

Your ‘Passive’ list has all the details of all the other people you met at the networking event, who aren’t of interest to you now but might be useful in the future.

You might be wondering why you would bother spending precious time (after time) following up these people? After all, what are the chances of them needing you or vice versa in the future? But that is precisely the point, why leave it to chance?

With minimal time investment and effort, you can avoid leaving it to chance. A follow-up call is your opportunity to make a firm impression, to increase your visibility, so when their circumstances change, you are the contact that pops into their head.

You don’t have to make it complicated or long-winded. A polite call to say ‘Hi, great to meet you. Would you mind if I send you a brief email about what I do/need in case it’s of interest in the future?’, is not going to offend anyone.

Our super tips for follow-up calls to passive contacts:

  • Keep it brief and polite.
  • Your main reason for calling is to say ‘hi’ and ‘great to connect’.
  • Remember – no sales patter. You’re only asking if you can send them your details in case it’s of interest in the future.
  • Relax – they’re unlikely to say no!

How to follow up Part 4 looks at how you can use email and social media.

PS. Last night a CRM saved my life!

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Steven Lai

About the author

Steven Lai is a property investor, founder of Super Developments and creator of CRM for Property Success. He is a CRM expert with over 12 years commercial experience of managing sales teams.

Join the CRM for Property Success Facebook Group to ask him anything (about CRM, property or 80's trivia!).

Super Developments

© Super Developments Ltd. All rights reserved. Company registered in England & Wales, No. 10470912

© Super Developments Ltd. All rights reserved. Company registered in England & Wales, No. 10470912.