Never again be forgot post event. Never again lose the opportunity to grow your beneficial relationships by missing out. Yes, it might be old fashion, let still used by political leaders and those who powerful influence.
What is that one thing that makes you more memorable at parties? You don’t have to be a jester. Nor do you need to be good looking. Today’s episode introduces you to a lost social norm that makes you more popular in every beneficial way.
Are you a business owner or executive who wants greater influence? Strong and profitable business relationships is a start. Join us to increase your influence, visit https://www.insidestrategicrel...
#SocialNetworking #BusinessRelations #BusinessNetworking #MeaningfulConnect #SocialInfluence
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Episode Transcript
So you've been invited to a party, a business networking event, or some
kind of social gathering, and youwant to make the most of that event
because you know how much struble itis to go to events and stuff,
But you want to make the mostof that event. This one thing will
help you connect with more people,create awesome results for your time, and
(00:21):
make that event more interesting. I'mjust in hit with inside strategic relations building
business relationships matters. Now in aninstant digital world of text messages and social
media, business owners and executives feelmore disconnected than ever before. Ever since
COVID, there haven't been a lotof business networking events, or there haven't
(00:41):
been a lot of association meetings oron site training that really felt the way
it used to, because remember theday when you'd go you'd go to work,
and then after work you'd go toa business networking event. You'd pick
up two or three new clients,you'd make two or three new solid connections,
and it would build your business.Now today everybody's hanging out on the
Facebook, LinkedIn or some other platformthat these platforms may not even exist at
(01:04):
the time of you listening to thisrecording. Because the digital environment for networking
is so weak. So how dowe build strong connections and get into the
inner circles of decision makers so thatwe can offer our solutions so that we
can make better and more profitable businessconnections. Well, first off, you
(01:26):
have to get invited to the parties, to the events, to the fundraisers,
to the activities where decision makers exist. Because when I share this particular
strategy with you, a lot offolks are going to think it takes a
lot of time, and it's costlyand it requires a lot of pre planning.
But again, aren't business relationships worththe investment in order to build their
(01:53):
quality? So a lot of folksgo to these meetings and they have a
little bit of anxiety about being faceto face in person. So, whether
it's a Toastmasters event, because you'rebuilding skills, so you're going to training
to build your skills, it's greatto know other people who are also building
the same skills, so you canbuild up a reinforcing behaviors or study behaviors.
(02:15):
Maybe you're going to a charitable eventwhere they're raising money for a worthy
cause and you want to see thatcause be successful and you want to see
that foundation grow or you want tosee that organization it's helping children grow,
and so you want to make surebecause those are like minded people that they
know you're interested and maybe there's atax opportunity for you, not now,
(02:39):
but in the future, and thisgives you the ability to have that channel.
Maybe it's a business networking event whereyou're in a city and you're socializing
because you're really looking for clients.How do you be more effective and not
just work the room but build meaningfulrelationships? And a lot of times when
you're at those meetings, you cannotafford to sit there and talk to one
(03:00):
person the whole night. I knowyou're nervous. I know you're not sure
how to approach it. But youneed to pollinate. You need to circulate
so that you can get as manynot necessarily meaningful connections, but introductions for
new opportunity. Plus you need tobe introducing other people and so these connections,
(03:20):
So, how do we secure thesethings after the meeting, since we
really couldn't invest a lot of timeand effort during the meeting to make these
connections. Well, I'm going torecommend something that has been quite the social
norm until about the nineteen eighties ormaybe the nineteen nineties, and fell out
of favor as postage rates increased.Yet I still see highly successful individuals use
(03:43):
this because it turns a limited connectioninto a meaningful connection. And let me
explain. Let's say you met somebodyat a party only for five minutes,
you exchanged business cards, you talkedback and forth about the products and services
that you offer, You had aconversation about the weather. You felt maybe
there's a little bit of opportunity here, but you didn't really get to know
(04:03):
the person. How do you makea connection? How do you anchor your
who you are with that person afterthe event, because you know, after
an event. I came back froma fundraising event yesterday and I laid down
on my bed and I was halfdressed. I am pretty sure my pants
are around my ankles, and Iwas half dressed because I woke up and
(04:24):
pants were on the floor. Ididn't even drink at the event or anything,
but I was so exciting, andI came back and I took a
three hour nap. Okay, Ithink I ate a little bit too much
food, but it was a greatevent. But that's how everybody is after
an event. It is socially drainingtoday to be at events and connect with
new people and meet new people,and so there's got to be something to
(04:46):
anchor that experience so that post event, you're still memorable. Well, the
thank you note is a way todo this now before you shy away,
because that means you might have tobuy cards, and you might have to
take out a pen, and youmight have to write something. And then
(05:06):
there's a little bit of organization andwe'll talk about these things to make it
easier for you. But it usedto be customary to send thank you notes
after at any interaction or engagement.Get an old Tom Hopkins book and he
talks about all the different types ofthank you notes for all kinds of social
occasions and sales occasions and after anappointment, well, an event is literally
(05:29):
an appointment. And the differences.Though you might connect with many people,
how do we maintain or build thoseconnections so that we don't lose the value
of the networking event. And again, the thank you note does two very
important things. Number One, itcreates a reminder of the event. So
post event, they get this cardmaybe two or three days later. Because
(05:51):
I'm not talking about sending a thankyou email. See email is just an
email. It doesn't take any effort. I'm talking about out sending a thank
you card, a physical thank youcard. And so a few days after
the event, it shows up andthis person who's completely forgot about you because
you made no meaningful impression on them. And that's okay. That's the way
(06:12):
it works sometimes. Now says oh, I remember this person, this person
I talked to about such and sucha conversation. And we're not going to
go into what you write in athank you note. I cover that in
another program. I think the programis called instant thank you notes for salespeople.
But it doesn't matter if you're thebusiness owner, you're an executive,
you're a salesperson, you're trying toraise money for a nonprofit. A thank
(06:33):
you note creates a meaningful post eventconnection that reminds the person about who you
are. It shows some courtesy,It connects you in a meaningful way.
It's a physical and tangible element,and it is furthering the connection. Do
(06:54):
you see how that works? Now? Number two, A thank you note
would be sent to the hosts andimportant people in that network to provide a
connection that increases the chance you getinvited on the primary invite list. So
here's something that a lot of folkswill come to me and they'll say,
look, I never get invited toanything. I don't get to go to
these big networking events. I don'tget I'm not a guest. Well,
(07:16):
maybe you haven't shown appreciation and helpedspark that connection of value. Maybe you
haven't got out your checkbook and contributeit to these organizations that are having events.
But long story short, thank younot also shows the host that you
appreciate that the event even existed.Because a lot of folks are questioning whether
(07:36):
we should have physical events. Wecan get in some virtual space, or
we could talk on Slack or textmessage each other back or open a zoom
call. Right, A lot ofpeople don't want to have physical events because
a physical event requires a lot ofinvestment. But again, that investment demonstrates
(07:57):
quality. That investment slows down thequantity of meetings and then ultimately provides a
better opportunity for connections. So thisonce lost thing is of writing thank you
notes. You don't even have tobe very good at it because so few
people do it, but it carriesover the connection post event. Not being
(08:22):
a little dramatic, you know,I wasn't in my underwear, half naked
on my bed, passed out.I was just a little tired because it's
draining for me to be in socialenvironments and interact with people. I don't
do that very well, and Iresist that being there. But I fel
you know, once I understood thateverybody's there, like honeybees, they're moving
(08:45):
from flower to flower, table totable, They're making new introductions. Half
the introductions you make are not worthhaving. But for those interactions, especially
whoever invited you to the event,or those key people who sat at your
table, or the one or twopeople you had a great conversation with,
why not follow up? Why notfollow up now? Again? A thank
(09:07):
you note is not hey, itwas nice to meet you at the event.
By my product, it's the beginningof an interaction. It gives an
anchor to the other person that youactually existed at the event. Think about
the last event you went to.How many hundreds of people were there,
and of those people, how manydid you meet? How many could have
(09:28):
introduced you to more people, howmany could have connected you in a meaningful
way. But you haven't followed upwith any of these folks to even be
remembered. Because as you don't rememberall the people you chated with at an
event, and you might have problemsmatching faces with businesses or what they're doing
(09:52):
in life, or even demonstrated alot of interest in other people at the
event, you might have been justgoing out there and pitching people, which
is a it's just a no no. You can start the relationship with a
mild connection or a weak connection withthe continuation being used in the thank you
(10:13):
note. Now what I would do, And I'll just tell you what I
do most of the time, andI don't do it all the time.
But ultimately, when I go toan event and I meet people, whether
or not, there's a business opportunitythere. Because a lot of times I'm
going to charitable events, I'm goingto fraternal events, I'm going to educational
(10:33):
and training events. I do gothrough each day at the end of the
day and make a list of allthe people I met. Now, this
might be creepy for some people,okay, but if I met somebody who's
interesting, I might want to meetthem again or learn more. This isn't
just writing down the list of allthe hot chicks. This is making a
list of all the people you metwho potentially were interesting or potentially had opportunity
(10:58):
for your business, or potentially youcould serve them and help them solve problems.
But the five seconds you met themand shook hands, you're not gonna
remember their names. So as amnemonic, so I can remember names.
So the next day I show upat the event, if I'm at a
multi week conference, I have writtendown who I met that day. I
try to build a little association,and then the next day when I meet
(11:20):
them, I might actually remember theirname, and that's they like that,
that's meaningful to them. Now I'lltake that list and send it to my
assistant because I may not have theirpostal address, I may not have their
email address, I may not havetheir phone number, and they may not
have wanted to give it to mebecause they might be afraid that they were
(11:41):
going to get pitched. Have youever seen that? But I have my
assistant research those things, and thenI'll send a handwritten think you note,
of which many times I'll write thatevening because I'm not you know, after
the event, I'm tired. Youknow, if you've been on your feet
all day at a trade show.End of the day, you're tired.
You don't want to be running arounddoing extra stuff. You want to be
(12:03):
solidifying the relationships that you made,extending the connections. Matching. Matchmaking is
very important. We talk about thatin the more advanced programs. But my
assistant would end up getting all theinformation we need in our customer relationship management
system. And in some cases Iknow I should write handwritten thank you notes
(12:24):
to everybody, but when course ofa week you meet one hundred people,
my assistant will also send out someemails for me. So if I prompt,
so, for example, you've metsomebody and you said, look,
I've got information about what you're lookingfor. When I get back to the
office, I'll send it to you. Well, if at the end of
the day you made your list andyou made a note that you're going to
send that information, then you don'tforget when you get back to the office,
(12:46):
because that person had met you andfound a solution. And if you
don't do all the work to followup, then nothing's going to happen.
But again, when that think younote comes a physical thank you note,
it's a special way to show thatyou take the time to care, You
took the time to listen and ultimatelymake connections, so those individuals are more
likely to open doors for you,they're more likely to follow up. I
(13:09):
know that anybody I've gotten a handwrittenthank you note from has been like a
list. You know, I movethem right up the list. If I've
hosted a party or a network eventand I get a hander in thank you
note, I don't care if thatperson was on a primary invite or a
secondary invite, or a tertiary inviteor a plus one. That person starts,
I learn a little bit more aboutthat person, and they move up
(13:31):
to a list, especially if they'vecontributed to the nonprofit or the political campaign
or whatever that is. But again, the thank you note demonstrates gratitude,
attention, and it's a positive reinforcementthat significantly adds to you, even existing
in the minds of your prospects afterevents. It helps you connect in social
(13:56):
circles because now they have your contactinformation and helped to establish value in the
relationship, even if you're just alittle bit stroking the ego of the host
by saying, hey, thank youso much. I got invited by so
and so, and I went toyour event and here are the two things
that were really enjoyable. Thank youfor having me, even because these events
(14:18):
are not easy to put on.But again, positive reinforcement, demonstration of
gratitude, and it brings you tothe attention of decision makers. Now there's
more advanced techniques that we could talkabout in coaching members of the website inside
Strategic relations those who are members ofthat program. We can go down and
(14:41):
what do you put on a thankyou note? We can talk about different
ways that you can use other thingsthan thank you notes. Because remember,
everybody's at the event. They hada five hour flight with a two hour
layover. They aren't going to rememberwho they met. So again, what
do we do while we're at theevent? But ultimately, how do we
(15:01):
anchor and seed ideas into those individualsso that their weak memories are in highlighting
who you are and what you cando for them rather than that awkward connection
you had because you were nervous andyou spilled your drink on yourself and you
look like an idiot. They don'tremember any of that stuff. But again,
(15:22):
we can shape memories. We canset up the appointments we can do
the follow up, but that thankyou. It doesn't stop with that thank
you note. Now we can putthem into our prospect newsletter if that's appropriate,
we can put them into a followup campaign. A good friend of
mine does a quarterly follow up onindividuals that meet his list. We could
start working on spheres of influence.There's a lot of value in this.
(15:46):
But again, if you don't sendthat old fashioned thank you note and all
you do is text message him,Hey, hey Jim, cool to be
at such and such event. Thanksfor inviting me, dude, then you
don't get any results. So ifyou want to build better business relationships,
more profitable business relationships, relationships thatupgrade your opportunity, that take you to
(16:08):
the next level, then why notconsider send in a thank you note if
you'd like details or even coaching onhow you can make this a regular thing
that your salespeople do. Because thisconnection, this relationship builds results. Then
contact us at the office. Visitwww dot inside Strategic relations dot com,
(16:30):
go to the contact page and Ijustin hit will actually answer your questions either
in another podcast, but we alwaysanswer them directly because you may not have
known that thank you notes handwritten thankyou notes was anything other than what kids
send after they get Christmas presents.And this is an opportunity here. Thank
(16:51):
you notes done the right way reestablish a physical connection between people. It
puts you on someone's radar. Itreinforce the connections from a even a five
minute handshake or a two minute introduction, and then ultimately unlocks some of these
other more advanced techniques that presidents use, that high networth individuals use, and
(17:18):
that ultimately produce the outcomes and resultsthat you're looking for. Again, I'm
justin hit with Inside Strategic Relations.We have a free newsletter at www dot
inside strategic relations dot com My giftto you. We also have a private
membership program, courses, and anadditional podcast archive. So I want to
(17:41):
thank you for being a part ofwhat we're doing here. I hope it's
making a big difference when you implementthese ideas at a thank you note.
So easy to get start, yetso few will do it. Test it
for yourself for thirty days. Thanksfor listening. I'm just in hit with
Inside Strategic Relations.
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