Following through is just as important as following up.Following through (the act of continuing a plan, project, scheme,or the like to its completion) is an important part of following up(to maintain contact with someone so as to monitor the effects ofearlier activities). Here are some best practices to help youfollow through on your follow-up.

1. Start in the presentation phase.

There are four phases to networking: preparation, presentation,follow-up and maintenance. Preparation is doing your homeworkbefore an event or meeting. Presentation is introducing yourself(or getting yourself introduced) to others, having greatconversations, offering the infamous elevator speech and exchangingbusiness cards. The follow-up starts there, in the presentationphase, with you saying something like, “Does it make sense for usto exchange cards? I promise to follow up with you to explore waysto refer each other business.” Now when you follow through with ane-mail, phone call or text (no, really!), you already haveestablished yourself as reliable and serious.

2. Reconnect the next day.

It's great practice to follow up in 24 hours or the nextbusiness day. Whether through phone or e-mail, these outboundmessages almost always get returned the same day. “Thank you foryour prompt follow-up call. You beat me to the punch!”

3. Use LinkedIn.

Another effective way of continuing a dialogue is throughLinkedIn. Through an invite, you can simply write a quick personalnote “inviting” the person you met to connect. And yes, always makeit a personal note, for example, “Hello Sam! Great meeting you lastnight at the WMM. Let's connect and better prepare ourselves for afollow-up conversation.” After connecting and doing some legwork,you might be able to help each other by sharing valuable personalconnections.

4. Know the place of “We.”

In some cases, you might be able to help the other person morethan they can help you. Recognize and embrace that dynamic. Alwaysremember that relationships are a two-way street, so it's best tolet those that are in a better position to help you know youappreciate them and that you're willing to do whatever you can tohelp them right back. It's not about keeping score.

5. Be specific.

The more specific you are, the more others can help you. There'sa big difference in being referred to “Anyone that needs myservices” or to “manufacturing companies like ABC Manufacturing.”Be specific about who you are, what you do and who you want tomeet, and you will allow people to get to know you and help.

6. Stay in touch.

Following up is not a “one and done” deal. If you're good, it'sabout staying in touch, developing fun relationships and expandingyour network. Having a system in place to stay in touch with your“best in network” will absolutely put food on the table. Establisha system to speak regularly with these people, such as throughmonthly or quarterly calls, or regular lunch meetings.

The key to all of these approaches is for you to take theinitiative. Don't ever wait for the other person to make the firstmove. The end result should be more business, better relationshipsand more room on your desk for spare change.