| There is an old saying most often attributed | | | | Be Polite |
| to Woody Allen that "90% of life is showing | | | | |
| up." Actually, it turns out that the number | | | | When calling someone, ask whether the timing |
| is somewhere between 75 and 90, depending on | | | | is convenient. If not, thank them and end the |
| the recollection of the person reciting the | | | | call. If they have a minute, take it, but not |
| quote, but either way, the balance of life is | | | | much more. Learning about the person you are |
| about following up. | | | | calling is also a courteous gesture. Be sure |
| | | | to understand his or her business/practice |
| Allen's point is a good one. Just get | | | | area (a Google search should suffice) and try |
| involved, make the call, or introduce | | | | to find some memorable common ground |
| yourself. The results will astonish you. In | | | | (something as simple as practicing in the |
| fact, once you take the initiative, momentum | | | | same city may work, but being alumni of the |
| alone can drive you toward your goal. | | | | same school or residents of the same town is |
| | | | ideal). The key is to be yourself in the most |
| Where many of us falter, however, is in the | | | | positive way that you can while relating to |
| follow-up. We expect to be rewarded for our | | | | the person you are contacting on both a |
| risk taking, not realizing that success is | | | | professional and personal level. |
| the product of both good ideas and great | | | | |
| execution. That execution requires you to be | | | | Be Succinct |
| one part relentless telemarketer (in the most | | | | |
| respectful way, of course), one part super | | | | Once you find common ground, get to the |
| cheerleader (without the pom-poms) and one | | | | point. Chitchat is fine, but your goal is to |
| part Zen master (to control the anxiety), all | | | | follow up on whatever you original request |
| of which are contrary to traditional legal | | | | may have been. Your contact knows you are |
| training. | | | | calling out of the blue for a specific reason |
| | | | and is giving you an opportunity to share it. |
| Even the most successful among us get | | | | Take the opportunity and run. Describe |
| rejected the first few times we attempt | | | | exactly what you are following up on and why |
| something. That rejection is usually not a | | | | it is important for him or her to consider. |
| reflection of the merits of an idea or | | | | |
| strategy. More often, it is simply a function | | | | Be Resilient |
| of poor timing. If someone sends you a letter | | | | |
| thanking you for your resume and advising | | | | If (when) you get rejected, don't over |
| that there are presently no openings, it is | | | | analyze that judgment. The best action you |
| very possible that there really are no | | | | can take is to send a thank you note and move |
| openings. Our collective instinct is to | | | | forward. Immediately follow up with the next |
| assign another meaning to that message and | | | | person on your list. You will eventually |
| consider it a negative judgment on our | | | | speak with someone at a time that is |
| qualifications. Next time, considering | | | | convenient for him or her, and who has a |
| following up with a thank you note and check | | | | sincere interest in what you are discussing. |
| back in a few months. | | | | |
| | | | Evaluate Your Performance |
| The great follow-up balancing act is to | | | | |
| control the urge to call or e-mail someone | | | | Although it is a mistake to criticize |
| ten times per day, but fight the complacency | | | | yourself for rejection, the great achievers |
| of making contact once and giving up. Here | | | | and connectors use it as a chance for |
| are some tips to manage the follow-up | | | | personal-evaluation. Have you mastered your |
| process. | | | | pitch? Is your tone authoritative? Be |
| | | | honest. |
| Establish a Schedule | | | | |
| | | | In the end, the key is to follow up in a way |
| Between classes or billable hours, you must | | | | that demonstrates thoughtful commitment to |
| schedule items you need to complete. To-do | | | | the issue, but flexible understanding of the |
| lists are fine, but I would suggest using an | | | | circumstances surrounding that level of |
| electronic calendaring system of some sort | | | | contact. You already get 90% for showing up, |
| with reminders. If you speak with someone | | | | work for the extra 10% and you will be |
| about a job or client development | | | | handsomely rewarded. |
| opportunity, add a follow-up e-mail or phone | | | | |
| call to your calendar. It could be a month, | | | | This article was originally published on |
| it could be six, just keep in touch. | | | | April 14, 2008 by the National Law Journal |
| | | | online. |