You collected a stack of business cards. They’re sitting on your desk. It’s been four days and you haven’t emailed anyone, and now it feels weird to start. Here’s the part nobody says out loud: almost nobody follows up. Which means following up well is one of the cheapest competitive advantages available to you.
Follow up within 48 hours — not immediately
Same-night emails read as automated. A week later, they’ve forgotten your face. The window that works is the next morning through about two days out — long enough to feel considered, short enough that they still remember the conversation.
Reference something specific
“Great meeting you at the LA Network mixer!” is a message that could have been sent to anyone. “Great meeting you — I’ve been thinking about what you said about your permitting delays” is a message that could only have been sent to one person. The second one gets replies. Write one sentence that proves you were listening.
Give before you ask
Your first follow-up should not contain an ask. Send the article you mentioned. Make the introduction you offered. Share the contractor’s name. Then say nothing else. You’ve now made a deposit, and the relationship has somewhere to go.
Make the next step small and specific
“Let’s grab coffee sometime” dies in the calendar. “Are you free for a 20-minute call Tuesday or Thursday morning?” gets answered. Two options, a defined length, low commitment.
Then stay visible without pestering
If they don’t respond, don’t send a “just bumping this” email. Connect on LinkedIn, engage with their posts occasionally, and show up at the next event. Most relationships that turn into business do it on the third or fourth encounter, not the first. Consistency beats persistence.
Members can download our networking follow-up email template in the Resource Library.