How and Why to do Network Follow-Up   

Writing Follow-Up Letters to Informational Interviews
You activated your network. Someone introduced you to Ashok Jain, who has lots of people in the right places. You called him up and fixed an appointment. You've just returned from a wonderful meeting with Ashok. You achieved everything you hoped you would!

You gave him a brief presentation about yourself, qualifications, skills and the areas you are interested in. Your information was received enthusiastically. You asked thought-provoking questions, and Ashok gave some pretty useful answers, ideas, and recommendations. He also pointed to some of the people who provided referrals to others, people he'll introduce you to, and you will arrange to see with his blessings.

The meeting lasted an hour and ten minutes. You made a note of the details during and after the meeting. This would help you in remembering the people Ashok said he would introduce you to; also it would help you to remember the salient points of the conversation.

This is the time to recognize Ashok's generosity with a gracious, sincere thank-you note - not a quick letter of thanks which goes off something like this - "Dear XYZ, Thank you for the wonderful time. Love, ABC".

"Grabber-Definer-Convincer-Concluder" model

Follow the "grabber-definer-convincer-concluder" model to structure a good response to Ashok:

Grabber. This consists of your appreciation for Ashok's time, good advice, and excellent referrals. You may want to say that your meeting confirmed the glowing recommendations Sumeer provided when referring you to him. Of course, Ashok will keep reading to see what else you have to say!

Definer. This is where you paraphrase, comment on, or further develop one or two ideas that were discussed in detail in your conversation with Ashok. You may want to provide further support for an idea, correct a mis-impression, or otherwise, show that you were paying close attention, and appreciate Ashok's input (even if you don't necessarily agree with the point he was making).

Convincer. Here, you describe what you have already done or plan to do to arrange meetings with the people Ashok referred you to, or to follow up on ideas discussed in your meeting with Ashok.

Concluder. Close the note by restating your appreciation (in different words) and your intention to keep him posted on the developments.

You can use this simple model as the basis for almost any thank-you note. Later - in three weeks or so - you might send a second note.

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