Social prospecting is about meeting the right people and developing a social relationship that you might be able to turn into a business relationship later on.
These things take time.
You attended an event. You might have been tailgating at the stadium, attending a wedding or doing the art galley exhibition circuit.
You met someone.
How can you set up seeing the person you met again? Here some points from my book, “Captivating the Wealthy Investor.”
Before You Leave the Event
There are bottlenecks at every event. This can be the coat check counter or the car valet station. You bump into that person.
1. Establish your value.
Why will they want to know you?
They like wine. You like wine. They buy wine.
You’re a good shopper.
We should keep in touch about wines.
2. Seeing them at the next event.
They might tailgate at every home game.
They might attend every museum opening.
“See you at the next one.”
3. Time for dinner.
Tailgating involves food.
Art gallery openings feature what the British call “bits on sticks.”
The event is over, everyone is still hungry.
You let possible prospects know you’re catching dinner at the new Japanese place down the block. Do they want to come along?
4. The power of shared interests.
How often will they come across someone who likes the same things?
Less often than you might think.
List a few interests you share.
“Since we have a lot of shared interests, I would like to stay in touch,” you say. “How do I do that?”
Let the prospect make the next move.
5. Be assertive.
You don’t need contact information.
This is a Chamber of Commerce event. Everyone is in the Chamber directory. It’s understood that everyone’s contact information is available.
“I had a good time,” you say. “I may be giving you a call.”
After the Event Is Over
What about the one that got away?
You met someone at an event. You didn’t lay the groundwork (or maybe you did).
How do you set up that next get together?
1. You call first.
Don’t just sit by the phone.
When you ask for the order and the prospect says, “I will let you know”, you don’t assume it’s over.
You take action.
2. Send a next-event reminder.
One of my pet peeves is volunteer organizations that publish a meeting schedule and assume everyone will remember to show up.
People get busy. They’re pulled in different directions. They need reminders.
Call and remind them about the next meeting.
3. Invite the prospects to something connected to shared interests.
They’re wine fans. You’re a wine fan.
A new wine bar opened downtown. It’s getting lots of press.
Suggest you go together and check it out.
They probably want to try it anyway.
You made it easier.
4. Invite them to your home.
It’s summertime! The weather is perfect.
You’re doing a BBQ on Columbus Day.
They live in the same development.
Invite them over.
Neighbors do this all the time.
5. Eat dinner with friends in common.
There’s the risk of coming on too strong.
This might happen if you invite prospects over for dinner.
Include another couple they also know well.
They will rationalize it this way: “If the evening is a dud, at least we will have someone to talk to!”
There are plenty of ways to line up that first get together after you met them.
The subsequent ones get even easier.
Credit: Nejron Photo/Adobe Stock