The Rainmaker Blog : Law Firm Marketing and Business Development : The Rainmaker Institute : Stephen Fairley : Professional Legal Marketing

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Here’s an easy follow-up system for something we all collect—and often do nothing with—other people’s business cards:

Create an Excel spreadsheet. In the first column, place the event name. Follow in the other columns with:

• The name of the individual.
• Their email address.
• Their telephone number.
• Why you want to follow-up.
• When you should follow up.

Then every single time after attending a networking event, the first time you’re back in the office, go directly to your Excel sheet. Complete the fields with your new information. Do not read your email, make a phone call, or begin any other task until you have filled out your Excel spreadsheet.

Keep the business cards as well, and make little notes on the back to refresh your memory. For example, say, “hot prospect,” “call after January,” “put on my newsletter list,” or “follow-up with name of referral.”

And then, the hard part—follow-up. Once you’ve followed-up, note the date and time of the follow-up and some brief notes on your conversation in the Excel spreadsheet. 

This is so easy to do and helps you keep track of every individual you meet. Every day, or once a week, open up your spreadsheet and start filling in the list. Before you know it, you will have an effective and useful system that you soon will discover you cannot live without. 

Keeping track of all this information helps you to avoid excuses, like “I can’t find their business card” and offers extremely easy access and organization. You might also consider purchasing a business card file case to hold all the cards in the same place, too.

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