I’ve talked before about one of my rules for networking:
Follow up within 24 hours.
If I meet someone I want to stay connected with, I don't want their business card sitting on my desk for three weeks while the conversation gets further and further away.
But the timing isn't actually the most important part of my follow-up.
It's the question I ask:
“What can I do for you?”
I think that changes the entire tone of a new relationship.
Instead of immediately thinking about what this person could do for me, I start by looking for an opportunity to serve them.
Maybe I know someone they should meet.
Maybe there's an upcoming event I can invite them to.
Maybe I have a resource, idea, or service that could genuinely help.
It doesn't have to be something huge.
Providing value is often about paying attention and finding a small way to be useful.
That's something I believe far beyond business development.
I consider it a blessing and an honor to serve the people I love and the people around me—my family, friends, clients, coworkers, and community.
Why wouldn't I bring that same mentality into the relationships I'm building professionally?
And I don't want that relationship to end after one follow-up.
When I meet someone I want to stay connected with, we also add them to the Sunday Brunch Agency newsletter.
Not because I want to immediately market something to them.
I want to continue providing value and give us a natural way to stay connected.
They get to see what we're working on, what we're learning, what we're thinking about, and what we're sharing.
And when our paths cross again, the relationship hasn't been sitting untouched since the day we met.
Networking isn't about collecting contacts. It's about building relationships.
Follow up quickly.
Stay connected.
Provide value.
And whenever you can, ask:
“What can I do for you?”