Follow up

If someone suggests a different time, take them at their word

Let’s picture this scenario. You’re reaching out to someone that a friend suggested you meet. Maybe this person works at a company you’ve long been intrigued by — where you might like to work someday too. You write a note introducing yourself and ask to talk. The person replies that she is slammed right now, but can we follow up next month?

What do you do with this? A great many people simply interpret this answer as “no.” Another chunk of people will decide that this means what it says — this month is really busy — but they don’t make a plan to do anything with that information. Time passes, and they move on to other things. Somewhere in the back of their minds they remember that this was a potential contact, but even that gets mushy after the weeks go by. So nothing happens.

Then there are some folks who write back with “Sounds good — I will follow up next month.” Then they put it on their calendars on a specific date early in the next month to reach out again. On that date they write a follow up note revisiting the initial request.

Which do you think is more effective?

Creating a system

Following up doesn’t always yield results — sometimes “talk to me next month” really is “no” — but it’s far more likely to yield results than doing nothing. That’s because someone you reached out to is probably not going to remember to follow up with you. It’s up to you to make it happen, so it’s up to you to have a system to make it happen.

This really isn’t that complicated. If you reach out, and someone suggests a better time for following up, take them at their word. See when they said to reach out and put a note on your calendar for that date. Next week means sending a follow up note next Monday. Next month means sending a follow-up note on the first work day of the following month. Next year means the first work day of the new year or at least in the first two weeks of January. Get out your calendar for the next year and write it down. Perhaps you will be sending a lot of follow up notes on January 8th this year!

You never know

Now, I will admit that anyone punting you off to next year might not be a great prospect. But…you never know. Maybe this person had tons of business last year and none this year. Maybe this person is now in need of help themselves — help you might be able to offer in addition to whatever you are asking from them. There’s no harm done by sending a follow up note. Sending a dozen notes could bend into the realm of being uncomfortable for everyone. But two or so doesn’t cross into that category at all.

And often, people do just get busy. We all go through times when we’re overcommitted, or our work cycles are at their peak. An accountant might want to talk with you about the neighborhood committee, but not on March 15th. Follow up in May when she’s emerged from busy season, and you’re far more likely to get a yes.