Building a network is only the beginning—what truly keeps connections alive and meaningful is how you follow up. For lawyers, a quick chat at a conference or exchanging business cards is not enough; meaningful relationships require thoughtful, consistent follow-up. Mastering this art can keep your professional network strong, opening doors to referrals, career growth, and mentorship. Here’s how to make follow-up a natural and impactful part of your networking routine.
1. Timing is Everything
When it comes to follow-up, timing matters. Waiting too long to reconnect after a first meeting can make the interaction feel forced or insincere. Ideally, aim to follow up within 24 to 48 hours after meeting someone to keep the conversation fresh. A short message expressing that you enjoyed the meeting is often enough to establish a stronger connection.
For example: “It was great meeting you at [event]. I found our discussion on [topic] really interesting and would love to continue the conversation soon.”
2. Make It Personal
A generic follow-up message rarely stands out. Personalise your message by referencing details from your conversation. Did they mention a significant case, a new project, or a shared interest? Referencing specifics not only shows you were engaged but also makes your follow-up more memorable.
Adding a personal touch builds a relationship based on genuine interest rather than formality alone.
3. Be Consistent Without Overwhelming
There’s a fine line between staying on someone’s radar and overwhelming them with communication. Following up only when you need something can come off as self-serving, so aim for regular but spaced-out follow-ups that provide value.
After your initial message, consider following up a few weeks later by sharing a relevant article or inviting them to a legal event. Over time, this consistent and thoughtful approach will strengthen the relationship.
4. Provide Value in Your Follow-Up
A follow-up shouldn’t just be about keeping in touch; it should offer something valuable to the other person. Think about ways you can help your contact, whether by sharing insights, making introductions, or providing relevant resources. This makes your follow-up a two-way exchange, benefiting both sides.
For instance, if you discussed a mutual interest in a legal development, send them an article or recent case study on the topic. This proactive approach makes you a resourceful and valuable connection.
5. Use Multiple Channels
While email is standard, varying your communication methods can make follow-ups more dynamic. LinkedIn is ideal for staying connected professionally—you can engage by liking posts, endorsing skills, or sending quick messages when relevant topics come up.
For closer contacts, phone calls or in-person meetings over coffee add a more personal touch. Tailor your follow-up method to the nature of each relationship and what feels most appropriate.
6. Keep Relationships Warm Over Time
Keeping a network active isn’t just about reaching out when there’s an immediate need. Small, consistent check-ins help maintain a warm relationship. You don’t need a major reason to reach out; even simple gestures like holiday greetings, congratulations, or event invitations make a difference.
Keeping the lines of communication open helps you stay top-of-mind, so your contacts think of you when opportunities arise.
7. Don’t Forget to Follow Up After Meetings
Whether it’s a formal client meeting or an informal chat with a colleague, following up after a meeting shows professionalism and attention to detail. Send a brief message thanking them for their time and confirming any next steps, which keeps the conversation moving and reinforces your commitment to the relationship.
For instance: “Thank you for the productive meeting today. I’ll follow up with the draft agreement by Friday, as discussed. Looking forward to working together on this.”
8. Track Your Follow-Ups
As your network grows, keeping track of your connections becomes challenging. Use a contact management tool or even a simple spreadsheet to record who you’ve connected with and when you last followed up. This ensures no valuable relationship slips through the cracks.
Tracking your follow-ups helps you stay strategic, allowing you to prioritise key contacts while avoiding over-communication.
9. Master the Art of Closing the Loop
When a follow-up leads to a successful outcome—such as a referral, new client, or professional favour—don’t forget to close the loop. Expressing gratitude and sharing the result of your connection reinforces the relationship and leaves a positive impression.
Example: “Thanks again for introducing me to [name]. Our meeting went very well, and I really appreciate your support in making the connection.”
10. Be Patient and Persistent
Not every follow-up will yield immediate results, but consistency pays off over time. Building and maintaining a professional network is a long-term commitment. Some contacts may take longer to respond, while others might not lead to benefits right away. However, by continually nurturing your network, you create a foundation that supports your career growth.
The key is to remain patient, persistent, and generous. In time, your network will become a powerful asset, supporting you at every stage of your legal career.
In Conclusion
Mastering the art of follow-up ensures that your network remains active, engaged, and ready to support your career goals. It’s not just about staying in touch—it’s about creating lasting, valuable relationships that go beyond a single encounter.
For more resources and support, visit the Professional Mind Resilience Institute (PMRI) at www.pmri.co.za or contact us at info@pmri.co.za.
