Night Boat

The Beauty Remains

Contrary to popular belief, you don’t have to travel to faraway lands to have the mind and heart-opening experiences that travel is often lauded for.

You can have them no matter where you’re currently laying your head at night, even if you happen to call that place “home.”

But what tends to happen after a long trip or a few years of living abroad is that we simply fall back into life as we knew it before our great travel adventure.

We pick right back up with our old habits; we choose the comfortable over the uncomfortable and the known over the unknown.

Colourful

The magic of travel is that it drives us headfirst into situations that cause us to grow. We’re often uncomfortable, and we’re almost always faced with the unknown.

At home, things are different; we have to actively seek out these situations if we want our personal growth to continue at the same rate we experienced while traveling.

Because at home, we’re surrounded by the familiar. But as long as we’re willing to look for it, that magic we feel when we’re ensconced in a life of travel? It’s always there, just waiting to be discovered.

Home is only familiar if we let it be. If we maintain the same mindset we adopt while traveling and push ourselves beyond the bounds of our comfort, we can discover that very same magic no matter where we are.

We can continue deepening our understanding of the world and blossoming into the people we’re meant to be.

We can stave off that dreaded boredom and begin to redefine wanderlust by discovering the world with our feet planted firmly on the ground.

With diligent practice, we can retrain our eyes to see magic everywhere we go.

Vegetables

TRAVELERS ARE OPEN TO TRYING NEW THINGS.

Whenever you’re in a faraway land, trying new things seems like a no-brainer.

Eat these deep-fried crickets? Sure! Go biking at full speed down a huge mountain? Why not! Sample this spiky, smelly fruit you’ve never seen before? But of course!

And yet, this same eagerness to experience the new and foreign has a tendency to wane when you’re in a place that seems familiar, despite plentiful opportunities.

To maintain that curiosity and willingness to expand your horizons is the first step toward feeling the magic of travel no matter where you are.

So try a new recipe, complete a hike you’ve never completed, and visit that new funky shop that just opened up in town. You never know what you’ll find or what you’ll learn about yourself in the process.

Leaf Hat

TRAVELERS SAY YES TO EVERY OPPORTUNITY.

If your life at home feels boring, there’s a good chance you are overlooking great opportunities without even realizing it.

Perhaps an old friend you haven’t seen in years wants to catch up over coffee. Maybe a new yoga class was just added to the schedule at your gym, but you’re afraid to go alone. Perhaps there’s live music at your local coffee shop that you’ve always wanted to go see, but you’ve never made the time.

It’s not that you have any good reason to avoid these experiences, it’s just easier – or more comfortable, rather – to say no.

These may seem like inconsequential events that there’s no harm in missing, but you never know what you might discover or who you might meet along the way.

Life won’t happen to you; you must go out and grab it. You have to be willing to say yes.

Not long ago, I agreed to attend a party where the only people I knew were the hosts. The drive to get there was pretty long, as well. It would have been quite easy to say no and blame it on one thing or another; maybe I was suddenly tired that day or I had work that I needed to finish, or any other excuse in the book. I’m so glad I didn’t.

What I found upon arrival was a houseful of welcoming people, and like-minded though we were in many ways, every conversation I engaged in imparted me with something valuable. Life-changing book recommendations, tough questions that caused me to think in new ways, and the unveiling of things I knew in my heart but had never before said aloud.

Get into the habit of saying yes more often than you say no when unexpected opportunities arise, and I think you’ll find that even more such opportunities begin to present themselves as a result.

Travel

TRAVELERS NOTICE THE DETAILS.

When was the last time you stopped and looked around you in a place that felt intimately familiar? I mean really looked around, taking in the minute details most people so casually and consistently overlook?

Do you know what colour the walls are in your favourite restaurant? How are they decorated? Is there music playing? If so, what kind and at what volume?

Do you know the colour of your friend’s eyes or whether they take milk in their coffee? Do they have dimples? Do the corners of their eyes crinkle when they smile?

Just the other day, I caught myself admiring dust particles as they danced through the air, suspended in the beams of late afternoon sunlight that poured into the room. It was hardly the first time I’d witnessed this phenomenon, but it was likely the first time I’d paid it much attention.

These particles drifted so slowly, so gracefully, each one on its own unique path. The way the light reflected off of them made them shine like tiny suns, burning brightly in their own little universe.

It was a perfect, magical moment shrouded in calm and a profound feeling of presence. I couldn’t help but smile at the heartfelt joy I experienced upon noticing such a commonplace thing whose beauty I suddenly could not ignore.

It is this appreciation of the everyday occurrences we take for granted, this ability to see beauty in things not considered conventionally beautiful, that helps us develop mindfulness and gratitude anytime, anywhere.

To practice noticing the details in your own life, here is something you can try today: Watch the sunset this evening and describe the experience in vivid detail.  Notice as the colours change from minute to minute; notice whether you see any clouds or birds or if you feel the temperature changing. Have the stars come out yet?

TRAVELERS LEARN BY DOING.

When you’re in a foreign country and you need to get from point A to point B, there’s no time to hesitate just because you’re not quite sure how to do it. You just show up at the bus station and hope for the best.

It almost always works out the way you want it to, and if it doesn’t, well, you’ve learned a lesson and now you have a great story to tell.

When I’m navigating a new city’s public transit system for the first time, I almost always take it in the wrong direction at least once. I’m not kidding. I’ve done it in USA. France. Taiwan. Vietnam.

Of course, I always figure it out eventually. When learning by doing, there are bound to be some mistakes – but I’m still learning faster than those who are too scared to try.

In reality, this method of figuring things out as you go will help you in all areas of your life. You’ll rarely know ahead of time how to achieve your goals, but that hardly means you shouldn’t try anyway.

Green Water

TRAVELERS GO OUT OF THEIR WAY TO MEET NEW PEOPLE.

The experiences that we have while traveling are certainly wonderful, but it’s the people we meet and the interactions we share with them that are often what we remember years down the road.

It’s impossible to really understand a new place without understanding its people and what makes them tick. In my opinion, interacting with locals is the most important part of travel.

It’s what teaches us new perspectives and forces us out of tired old ways of thinking. It’s how we learn compassion for those who are different from us.

The very same thing is true at home. How well do you really know the people in your home city? How well do you really know your neighbour?

How often do you engage in conversations with people whose opinions differ from your own, or who have had vastly different experiences?

You are guaranteed to learn, grow, and gain new perspectives by talking to people while you’re at home, just as you would while traveling.

And there’s no need to be selective, everyone has a story to tell. Everyone has something to teach us.

So the next time a stranger strikes up a conversation with you, make it a point to engage with them rather than retreat. For the introverts among us, this will feel particularly uncomfortable.

Good. That is precisely the point.
Ocean

Being Here Is Everything

In the moment

Time, it seems, is a prison of our own creation. We are always waiting for something.

Waiting until we are in a new place. Waiting for an opportunity. Waiting for someone. Waiting for change.

Waiting for the next moment, when really, the only moment that ever exists is NOW.

Look around you. See, hear, and feel what is taking place in your surroundings.

Experience this moment.

As I write, my present moment consists of the hum of the refrigerator. The drizzle of rain. The subtle warmth of the sun as it pours through the tiny kitchen windows at this late morning hour.

I see, hear, and feel these things, resisting the urge to label them as “good” or “bad.” They simply are.

In this moment, there is no time. Just presence. Awareness. Appreciation.

The present moment is a gift. Yet we squander it in favour of a non-existent future, or a past that cannot be changed.

So while many things are “imperfect” or not yet in place, this year has been an incredible one full of so many gifts. The scary or frustrating parts won’t be remembered, but they will serve to build character in the now.

How I choose to act in response to unstable times will be what matters in the end.

And so, I have no choice left but to appreciate the here and now. It is part of my path, and it’s teaching me plenty if I open my heart to it. It’s teaching me gratitude. It’s teaching me patience. It is teaching me mindfulness. It is showing me my own resilience.

Writing in a journal while seated at the messy dining room table, wearing my oversized pajamas, will hardly seem glamorous. But why shouldn’t we be allowed to be unglamorous? Why can’t we find glamour in this, the most mundane of moments? It is the now. It is what is, and it is perfect.

Perhaps more importantly, though, I should at least recognize this moment for the privilege that it is. To sit here with a roof over my head, food in my belly, clothes on my back, and the freedom and security to pursue a creative career – I am blessed!

If I am ever ungrateful for the blessed life that I am living, then I don’t deserve to experience it at all. And so we find ourselves back at gratitude.

Gratitude grounds us in the now. It allows us to appreciate what is rather than longing for what could be.
Even if the now feels like it sucks (which it oftentimes will) it is here to be experienced – even cherished. Every moment – whether happy, sad, frustrated, angry, or scared – is part of our path.
Living in the NOW is the only way to free ourselves from the constricts of time. The only way to truly live.

If we can sit quietly for a few minutes each day to reflect on this fact, we’ll always be grateful, and we’ll always be free.

Love

It Just Takes One

What means the most to you in life?

What does it take for everything to be put on hold, without any questions asked.

What if every time we said, “I don’t have time,” we replaced it with the words, “ It’s not my priority.”

How do we prioritize and make time in our lives for what’s important and what isn’t?

No matter how busy or how important something might be to us, there will be certain times in our lives where we will be the closest to heaven we will ever be, until we actually make it there.

When we get to that point the only 3 things that will truly matter is Family, God, and our Health.

Love

We close our eyes when we pray because the most beautiful and powerful things in life are not always seen but can sometimes be felt……

Therefore we do not lose heart. Though outwardly we are wasting away, yet inwardly we are being renewed day by day. For our light and momentary troubles are achieving for us an eternal glory that far outweighs them all. So we fix our eyes not on what is seen, but on what is unseen, since what is seen is temporary, but what is unseen is eternal.Be Kind

Movements

Non Verbal Movements That Help You Sell

You don’t get a second chance to make a first impression.

A well known phrase, but often not taken seriously enough.

When you present your solution to a prospective client, you need to make the best impression possible. No matter how good your product or service is, you need to make sure that a simple little thing like body language doesn’t let you down.

Selling doesn’t just come down to price product, product, promotion, place etc. Presentation is key and poor body language is often the reason many people fail to make the most of this really important stage of the sales process.

Body Language Tips To Impress Your Prospects

You have worked hard to get in front of your prospect. Websites, social media strategies and networking all take time and money before you can even start to think about getting that little MacBook Pro out in front of your red hot prospect to sell.

Think About The Following To Make The Most Of Every Customer Facing Opportunity

And don’t just think this works face to face. Try these tips next time you are trying to sell over the phone or on a conference call. They work whether the prospect can see you or not!

  1. Lean forward – By doing so you will appear committed and interested in what your prospect has to say. It shows you are well engaged and paying attention.
  2. Open your arms – This will help you to appear honest and welcoming to those who don’t know you very well.
  3. Don’t point – If you need to use your hand to indicate something, use your whole hand rather than just one finger. Much less offensive.
  4. Smile – This might seem obvious, but make sure your smile is genuine. You might think that curling your lips up at either end tick the smile criteria, but a full on grin using your eyes will melt the heart of even the coldest prospect.
  5. Positive eye contact – Who believes anyone who doesn’t look at them in the eye? Do your best to present eye to eye in order to build trust in what you are selling. If you are on the phone then just focus on the phone or Skype picture. Believe it or not, that will really help get a positive result for you both.
  6. Use fewer gestures – Think about some of the best interviews ever. Neither the interviewer or the famous person sat opposite fidgeted in their seats, which meant the results were incredibly powerful. If you like waving your hands about to explain a point then try holding something like your pen or your other hand.
  7. Talk low and slow – You have a lot of important benefits to share with your prospect. Talk too fast or with a high voice and they won’t hear or remember anything. If you think you are talking a shade too slow then you are probably speaking at a perfect speed for your presentation.
  8. Strike a pose – People in power always know how to stand. When they walk in a room everyone knows they have arrived. You can do the same. Think Wonder Woman or Superman and your prospect will respect your confidence.
  9. Power of touch – Touching someone gently, in a professional manner is more likely to encourage them to comply with your request. It is a bonding thing. However, be sure that your prospect is a kinaesthetic person first.

If you want to know if you have got your body language right, then try filming your next presentation before you go in front of your prospect. It might feel weird, but it will give you the chance to catch and bin the negative body language, before you need to make it count.

Woman Boss

Women Breaking Barriers

Growing up, I had sales all wrong. I believed salespeople were life-of-the-party types – extroverts who could talk to a wall. I wasn’t like that, and I’m still not. But charisma isn’t what makes a good salesperson.

Top salespeople build strong, ongoing, trusting relationships. We’re not the center of attention. We ask probing questions, listen intently, have engaging conversations, and make connections – which gives women in sales a strong advantage.

Women know how to build relationships. We are hardwired to be nurturers, connectors, and collaborators.

“The best salespeople I know are women.” That’s what men tell me. Why?

Because women:

  • Build strong relationships and earn clients’ trust
  • Have intuition and listen to our gut feelings
  • See the complexities in a deal and dig deeper to find the best solution for each client

Women in sales build relationships differently than men. We love to share stories and delight in pulling out the details, rather than getting straight to the point or being told to “net it out.” We tend to consider the long-term implications of any decision, where men tend to focus on results and completing tasks.

We are also curious creatures; we love to “peel the onion” and get to the root cause of a problem. Maybe that comes from being mothers and aunts. When talking to children, we rarely believe the first words out of their mouths. We ask questions, put the pieces together, fill in the gaps, figure out what really happened, and find a solution – another ability that serves us well in sales.

Ready To Change The Sales Game?

Gender discrimination isn’t nearly as overt as it was years ago. Now instead of being harassed or insulted, women are more likely to be overlooked. To eliminate these subtle gender barriers, leaders and hiring managers must identify and address any hidden biases they have towards women.

Just as importantly, women must take their careers into their own hands. It’s up to us to demonstrate behaviours that change perceptions, contribute to company goals, and accelerate our own success.

Ready To Change Your Sales Future? Here’s how to start:

  1. Get your voice heard. Your ideas and insights are just as valid as your male colleagues’. Yet, every woman I’ve spoken with shares this story: “I’m at a meeting, and I offer a perfect solution to the problem being discussed. No one comments. Then 10 minutes later, a man says almost the same thing, and everyone thinks it’s a terrific idea.” One of my business partners always has her response ready whenever this scenario occurs. She immediately says, “I’m so glad you liked my idea.” The room goes quiet after that.
  2. Ask for advice from people you respect men or women. Listen carefully and adopt what makes sense based on your unique personality and selling style. We all need advice and guidance, and women are way more open to asking for help. We also like to give help. I never thought of myself as a mentor until a fellow blogger challenged me on this. “We are mentors for everyone,” she told me. “We write profusely and speak about sales. People take wisdom and insights from what we share”. How do you find a mentor? Ask. People aren’t mind-readers. Find someone you trust and admire, and start building a relationship.
  3. Step out of your comfort zone to test new ways of working. It’s better to apologize than to ask for permission. Always ask why you’re selling the way you’re selling. If your current sales plan is working, keep doing it. Otherwise, change it up. What works well for one salesperson might not be the right style for you. Find your own groove.
  4. Dress for the job you want, not for the job you have. Even if most of your colleagues show up in jeans and flip-flops, smart saleswomen dress for success. You don’t have to wear a suit and high heels every day, but consider what you need to do to step it up. If you want to advance in your career, you’d better not look and sound like everyone else. You might be the best thinker and innovator, but if you look like you just rolled out of bed, you’ll never get face time with clients…or with people more senior than you.
  5. Make time for yourself and people you care about. Don’t let the corporate world gobble up all your energy and dull your creativity. To be successful in sales, you’ll need plenty of both.

Successful sales organizations in the 21st century will facilitate teams that leverage the strengths of both men and women. Smart sales leaders want diverse teams who bring different skills, experiences, and perspectives to the table. Women are just plain naturals at selling. We know that. Now it’s time to tap into our innate strengths, build confidence, and get out of our own way.

Laptop

Get People To Read Your Emails

Question: How do you know your buyer will open your prospecting emails?

Answer: You don’t. What the buyer does with your message once you hit “send” is beyond your control. But what is in your control is making your email stand out by getting creative.

Your prospects and buyers get emails all day long. Think about that for a minute. If you cannot get your buyer to open your carefully crafted and personalized message, then all of your research and ideas on how you might be able to help go to waste.

With this in mind, the subject line is arguably the most important part of your email because it’s what gets the buyer to open and read. The secret to writing an intriguing subject line isn’t so difficult – you simply need to write something that would be interesting to the potential buyer.

*Note* not something that necessarily interests you. Remember: sales isn’t about you – it’s about them. Always.

I want to zero in on one subject line in particular. In my experience, buyers always say the best way for a salesperson to reach out is through a referral.

Again, put yourself in the prospect’s shoes. Would you rather receive an email from someone you never heard of before, or would you rather receive an email from someone that a trusted friend knows and vouches for? It’s a no-brainer.

Here are three email subject lines that draw on the power of referrals. They work like a charm for me, and I’m sure they will work for you too:

  • “(Name) from X company told me to talk to you”
  • “Alex Brown” (Just put the full name of the person in the subject line and nothing else)
  • “You are connected to Alex – I sold his (product)”

However, these subject lines only work when the connection between your referral source and prospect is legitimate, and the referral source has authorized you to use their name. Don’t go trolling through a buyer’s LinkedIn network to find an obscure common connection, and then drop this person’s name as if you are all best friends. That will just make your prospect mad – not to mention your “referral.”

To get great at referral selling, the #1 thing to do is grow your network. Connect with people you know, people you have worked with in the past, people you work with now, customers, prospects, and anyone else you have a bond with. Then, before you reach out to a new buyer, search them on LinkedIn and see if they’re connected to someone you know.

Finally, ask that person two things:

  • How well they know your potential buyer ( if they barely know each other, don’t use them as a referral).
  • If you can use them as a referral, or better yet, if they will introduce you to the buyer themselves.
Sales Changing

Changing Roles Of Salespeople

The art of great prospecting across different industries and across different kinds of sales reps differs. Though, there is one thing that remains the consistent: the way we as sales reps prospect today (from industry to industry) remains similar.

All prospecting is outbound.

Regardless of if the sales rep found the prospect or the prospect found your company, you (the sales rep) have to reach out to the prospect somehow to connect with them. That in itself is very outbound. It is on the sales rep to connect with the prospect. That process of connecting takes time and effort. You (the sales rep) are the one trying to connect with the prospect regardless of if the prospect knows about your company or not. Regardless of if the prospect sought out your company for your services or not.

Any outlet that could potentially be a way for me to connect or get in front of my prospect I have embraced and will continue to embrace.

I will do anything and everything (off the beaten path) to get in front of a prospect that I think based on my research could see potential value in what we help with.

When I first started working in sales in my early 20’s I did the traditional things a sales rep would do when prospecting. I still do those things and what frustrates me is there are only a handful of outlets that we have added to the traditional mix that a sales rep uses when prospecting.

The normal means of communication when prospecting as a sales rep are:

  • Phone calls
  • Voicemails
  • Emails
  • Direct mail (maybe)

Slowly but surely other outlets of communication have been introduced to sales reps. There are now things like:

  • LinkedIn Inmails
  • Twitter
  • Medium
  • LinkedIn pulse posts from your prospects

Just as buyers have blocked out our voicemails (no phones at their desks, or the voicemail goes straight to email), just like how our buyers have spam filters for emails from people they don’t know, etc. (I could go on and on).

Even if we the sales reps have potential value we can demonstrate to a company, it is getting harder and harder to get those conversations going in the first place.

These things that I see day to day doing my job prospecting not working make me wonder if a change is coming.

Great sales reps don’t just pick up the phone and dial a number. Great sales reps are the ones who research companies and from that research strongly believe they could potentially help that company they researched. We as sales reps need to all become seen as way more helpful. We have to change the stigma of a sales rep from one as salesy to one of helpful.

How will sales prospecting change in the near term and longer term future?

What does 1 year look like from now in the world of sales prospecting?

What about 2–3 years? 5 years? 10 years? 20 years? 50 years?

I am someone who likes to question the way things are done and why they are done the way they are done.

I always have questioned things that I do. Why is it done this way? Why is it not done that way? Why? Why? Why?

I am a curious person with questions that I want answers to. I like to think about the future of the world and future of how sales people will do their jobs.

The thing I love and care about in the world of sales is how we can better help our prospects.

I truly enjoy helping people find something that will help them in their job, change the way they do their job for the better.

This is what sales is for me. For me, sales is about helping and always has been about helping.

Sales is helping people who don’t know they are doing something inefficiently or ineffectively find a better way to do that thing they are doing.

Here is where I see a problem and where in that problem, I see an opportunity that I want to solve.

  • Even if you as the sales rep do all the research in the world.
  • Even if you have great triggers and reasons to reach out to a company because you know that you can help based on what you have researched.
  • Even if those reasons are very timely.
  • Even if that prospect has come to your site a million times, researched your company…

There are still only so many ways for a sales rep to reach out to a prospect and well, prospect them.

Sales reps put so much effort into prospecting a company and the mapped out people in the account but here is what happens to your outreach…

  • 1/2 the time your email won’t even get through to their inbox.
  • They don’t pick up their phones, or they don’t have a phone at their desk, or the receptionist doesn’t let you through.
  • The prospect doesn’t answer inmails. Or let’s be more precise – the prospect just denies your inmail on LinkedIn without even reading it.
  • They scan your Tweet. But don’t respond.
  • They throw your book out that you send to them in the mail because why are you sending this to them in the first place? They have no clue who you are?
  • They block you.

Even if you are the most helpful person, they do not know that because sales people have a stigma of not being helpful.

The prospect knows you are a sales rep.

And a sales person is not who they want to talk to.

Even if you know something the prospect doesn’t know and have a way to help them, they don’t care because once again, you are a sales rep! Sales reps are not usually seen as helpful.

Or at least that is how the sales reps of the past have made the sales reps of the future seem.

What if the prospect that you have researched doesn’t even know a solution exists to their problem? What if the prospect doesn’t even know they have a problem?

But, you as the sales rep think you know something the prospect doesn’t know. You know that you can help them. If only they would pick up the phone and hear you out. If only the prospect would read your email. You put so much work learning about them to find good reasons you might be able to help them.

I would bet that most decision makers would want to know about products and services that could help them in their role or help their team to do better work.

This is why we have a problem in sales prospecting that is begging to be solved.

From both sides there is a need.

The prospect who cares about learning about new technology and new solutions that could help them in their roles…and…the sales rep who does research and has timely reasons to reach out and believe they can help.

This is where the next generation of sales prospecting comes in.

I don’t know what this looks like completely yet. I just know there has to be a change.

What I do know is this…

Prospecting and the way you get in front of your prospect is changing. It is not working the way it used to. People are blocking sales reps out.

In sales we tend to do things over, and over, and over, and over…even if the results aren’t there. Why? Because that is how sales works.

How will we communicate our message and reasons we as sales people are prospecting a company in the first place?

There has got to be a better way, a better way that prospecting should work for the prospect and the sales rep. There has to be a middle ground where it is a prospecting process that helps both sides of the table.

Think of a world where it is all about HELPING and not about necessarily SELLING.

Sure the sales prospecting process might end up in a sale. I envision a world of sales where it is about showing how you could help your prospect. Then the prospect decides if they see value. (The important part is that the prospect might not know you exist. They might not be searching for you or doing research on something like you. Or if they are, maybe they didn’t think of you as an option).

Instead of waiting for the prospect to come to you, it is about you as the sales rep being seen as a more research driven, more helpful and proactive person who presents solutions to potential problems that they might have based on your research that you have done.

I am not talking with the traditional methods we use now. Don’t even think about prospecting with our traditional tools we have today like email, with phone, with Twitter, with LinkedIn, etc…

It is something that doesn’t exist yet. It is something that we don’t use today but will be helpful to both sides of prospecting equation: helpful to the prospect and helpful for the sales rep in getting through to the prospect.

I would love to hear your thoughts.

Conference

Follow Up After Attending A Conference

I’ve just recently returned from a conference and it was an incredible experience.

So it can be pretty overwhelming to return home with a suitcase full of business cards and a ton of great ideas for collaborating, but not have any clue on where to start. For a lot of us, those business cards end up in a drawer, along with all our plans to follow up. So, how do you go about prioritizing your contacts and coming up with a game plan for connecting with them after the conference is over?

Here are seven steps that will help you make gains for your business from your networking efforts:

1. Organize all the business cards you collected into two piles: Now and Later. In the “Now” pile you should put the cards of people to whom you plan to reach out within a few days of the conference taking place; these are your “high priority” contacts. All of the other cards go in the “Later” pile. This will help you to prioritize and feel less overwhelmed by the amount of follow-ups you want to do.

2. Make notes on the back of the business cards you collected to help you with your follow-up. If you have an idea about how you might work with someone you met, write it down. If you talked about something you want to remember, write it down. Memory fades faster than you think, especially if you are meeting lots of different people.

3. Don’t send out any follow-up emails the day immediately following the conference. Everyone who attended is overwhelmed with a full inbox of unanswered emails – your email could simply get lost or ignored among all those other unanswered messages.

4. Personalize every follow-up email you write. People like to feel that you truly remember them so include one sentence in your email that draws upon a conversation you had at the conference or is in some way specific to this particular person. (This is where note-taking comes in handy).

5. Offer something in your email that is useful for your contact. Example: I really enjoyed talking to you about (insert topic here) and I thought you would find this resource (insert name of book, website, blogger, etc.) useful or relevant.

6. Don’t kiss up (too much) in your emails. If you met a great contact – Author, CEO – avoid blatant kissing up. It will come off fake. Keep it real and if you want to pay someone a compliment about something they said or did, do it without overdoing it.

7. When you send follow-up emails, keep them short and include an action step or a question that leads to continued communication. Keep the conversation going to develop a relationship with a contact that you made.