How To Follow Up On All Contacts
* Chapter 1 *
The phone call set me into a two-hour panic.
I usually loved my 'lunch breaks' at work. The cool office air, the warm sunlight of a fresh June morning, the soft caress of a gentle breeze across my skin. The freedom to walk around the room, not bound to my desk, without having anyone look at me the wrong way. And of course, the ability to indulge in the edible pleasures found in the kitchenette.
This particular lunch break, however, was anything but pleasant. All of a sudden, everything seemed to be on fire.
'Peter? It's Sylvia. We met at the meeting yesterday – the one I mentioned?'
'Yeah, I remember. What can I help you with?'
'Well, it's our business lunch this week, and I was wondering – how do you like to follow up on all your contacts?'
I stared at the handset for what felt like an eternity. 'Uh… • Really? I mean, have you done it before?'
'No, but it seems like a really good idea to me.'
I nodded and debated internally about what I should say to her.
'Would you like me to follow up on this contact for you?'
I closed my eyes and counted to ten. 'What makes you think I'd be able to follow any contact up given the situation?' I asked.
'Well, I don't know if you know this, but you're a really good networker.'
I scratched my head.
'Look, I know this is really not something you normally do, but I really am in a jam and I trust you – you are so perfect for the job.'
She was really pushing me now.
'Yesterday, the waitress fell sick and I couldn't have anyone call you. But I should have called you today.'
That did it.
'Yes, you're right. I'm sorry. I should have called the meetings secretary earlier yesterday and made the necessary arrangement. I'm really sorry if I disappointed you. I do apologize for this. I was tied up this morning and just didn't get the chance to call you.'
'No, no you're fine. You're a great guy and I'm glad you have time for me today. We're cancelling the meeting. We can reschedule for another time. Would Wednesday evening be okay for you?'
'Wait a minute. What do you mean we're cancelling the meeting?'
'Just what I said. It's already done. The secretary called. Everyone knows that we cancelled the meeting. We can reschedule it on Wednesday.'
'Well, I don't know if this is relevant, but I'm on a tight schedule today. I mean, I want to get in some free time be—'
'Oh, please, relax. You don't have to work tomorrow. You can have the whole evening tomorrow. You do have time for this, right?'
'Yep, I'm free. I'm just running to the bank and getting some cash out.'
'Okay. There's a Starbucks in the same building as the offices. Go there and wait for the secretary to call. She'll text you the details of the meeting from there. Thanks, and nice talking to you. Bye now.'
And with that, she hung up.
I held the phone in my hand and stared at it for a moment. The sun, which had warmed my skin before, now felt like a burning fireball. I was sure I was going to have a heat stroke. Geez, I thought to myself, how did I get into this mess?
I was an experienced networker and connector, and it was someone else who landed me in this mess. I couldn't have landed there. I wouldn't have. Why me? I thought, maybe I shouldn't be following up this contact – but who am I to tell a higher-up she shouldn't follow up on a contact she has? She's a better person than I am, in all probability, and she should be doing what I should do – and what I was intending to do – when I saw her in my office. I should be doing more of this, and not just thinking about this as a waste of time. I was an animal, feeding on a bait, a ball of cheese and maybe I should take the bait and follow up this contact for her.
Rested and with a clear conscience, I was able to drive off to my bank, with an unexpected cash surplus at the end of lunch.
I sat in my car with the air conditioner on, waiting for the secretary to put me in touch with the meeting attendees. I was in a bad mood, and so I was determined to show my flexibility and willingness to work hard. I was mad at myself, but I was also mad at the world. I wasn't used to being pushed into doing something I didn't want to do. That day, I was going to be a star employee.
Conclusion: I'm sorry. I wanted to, I had the chance, but I didn't.
Focus! They're waiting for a response.
I started thinking about the lady. She was short and had the kind of guts that would inspire the craziest of yarns from me. She was just a nice person, which is something you could learn from anywhere in life.