Estimated Runtime: ~8 minutes
Tone: Systems-oriented, motivational — the unsexy work that makes everything
else pay off
Here's the truth about networking that nobody talks about. The conversation is
the easy part. It's what happens AFTER the conversation that determines whether
you've built a relationship or just had a chat. And most people — ninety percent
— do nothing. They have a great informational interview, say they'll stay in
touch, and then... silence.
That silence kills opportunity. Today, we build the system that prevents it.
Every networking conversation you have should be followed by exactly three
touches over the next thirty days. Touch one within twenty-four hours — a
specific, personalized thank-you that references something they said. Not
"thanks for your time." Something like, "Your insight about how smaller
companies actually give you more strategic exposure than big firms really
shifted my thinking.
Touch two within one to two weeks. This is where you follow through on something
from the conversation. They recommended a book — you read it and share your
takeaway. They mentioned a challenge — you found an article about it. They
suggested you talk to someone — you did, and you report back. This touch says: I
listened. I acted. I valued your time.
Touch three within a month. This time, you give something without asking for
anything. Share an article they'd find valuable. Congratulate them on an
achievement you noticed. Make an introduction between them and someone they'd
benefit from knowing. This touch cements the pattern — you're someone who gives,
not just takes.
After these three touches, shift to quarterly maintenance. A brief, genuine
check-in every three months keeps the relationship warm without being needy.
You need to track this. Your brain is not a reliable CRM. Set up a simple
spreadsheet or use any tool you like — Notion, Airtable, even a Google Sheet.
Track: the person's name and role, when you connected, what you discussed, what
follow-up actions you owe, what stage of the 3-touch sequence you're in, and
when to check in next.
Review it weekly. Every Monday, look at who needs a follow-up this week. It
takes five minutes and prevents relationships from going cold.
The follow-up system is the unsexy part of networking that makes everything else
work. Set up your CRM today. Complete three-touch sequences for your most recent
conversations. And remember: every relationship that goes cold is a missed
opportunity. Module Four is complete. You now have a complete networking system
— strategy, informational interviews, a board of advisors, community activation,
and follow-up. Module Five takes us into application strategy — sending
targeted, high-quality applications that actually get read.