How to Follow Up With Finance Networking Leads

“Just checking in…” When I was in sales, the death knell for a potential sale was when I reached out to a prospect with this line. It's vague and uncreative. It wastes their time. But worse, it's easy to ignore. My “just checking in” masked the fact that I hadn't done a good enough job building a relationship with the person I was selling to. I hadn't uncovered the pain that they were hoping to solve with our product. The same is true with jobseekees and their networking, which is just selling by another name. You're building relationships and know that you need to stay in touch, especially because they mentioned a job that you would be a perfect fit for would be posted any minute. But how you check in is as important as actually doing it. And the best networkers check in without making it so obvious they're doing so. The best networkers make the outreach one that doesn't just benefit them as a jobseekeer, but also the person they are networking with. Some ideas on how to check in that aren’t “just checking in:” Make an introduction: Perhaps this is a long-term relationship you're building and the person you're connecting with has a shorter term problem that isn't in your wheelhouse. Introduce a friend who could help. It's a nice thing for your friend and makes you look generous and helpful. Show your research: Maybe your contact or a colleague of theirs recently gave an interview or appeared on a podcast. Reach out and ask a good question that came out of what you learned. You'll signal your interest in their firm and their work and help them see how you think. Solve a problem: Sometimes you can ask directly what's a big problem they don't have the bandwidth to solve, but sometimes you just have to pay careful attention in your networking conversation. And then follow up with a brief overview of how you might tackle that problem. You're not doing free work for them as much as you're validating their impression of you as a thoughtful and intelligent potential colleague. Checking in is great when you get to a hotel. If you're networking, though, you're better off taking a more assertive, creative approach that will keep you top of mind and reinforce how you might help them down the road.

I attended my first conference, made some interesting connections, and collected their business cards (LI wasn’t a thing yet). Back in the office, I placed the cards on my desk to send follow-up emails… And got busy. Of course, I forgot all about the follow-up. Until I opened a (hardly ever used) desk drawer 8 months later and saw those business cards. Oops. Most lawyers waste their networking efforts (like I did back then) because they don’t do the ONE thing that matters most: Follow-up. This is you, even if you send that initial email and vanish thereafter (or give up after only a few touches). You need more - much more - to make networking work for you. Follow up: ➡️ Not just once (or twice or three times). ➡️ Not just when you feel like it or “have” the time. ➡️ Not just to vaguely check in. Why do so many lawyers drop the ball? Here’s what I often hear: - Too busy. - Wanting to find the “right” time. - It’s been too long to re-engage. These aren’t the real reasons. The simple truth? You aren’t prioritizing follow-up. But not because you’re trying to avoid it (on purpose). If you’re like most lawyers, it’s because: ⇒ You worry about bothering them. ⇒ You don’t want to sound transactional or inauthentic. ⇒ You fear they won’t reciprocate. But you are NOT bothering them; you don't have to sound (or be) fake, transactional, or inauthentic; and they WILL reciprocate, IF you follow up properly. I’m talking about relevant, personal, intentional (i.e., strategic) follow-up. It's the rainmaker’s secret weapon. And what I (finally) changed that made all the difference for building my multi-million dollar book. So, what does this look like? >>> Send a WSJ article about their industry's new regulations with a note: “This reminded me of your challenge with X” >>> Three weeks after talking, send an email with: “How did the [deal] closing go? Did you ever [insert something specific that they were battling against when you last spoke]?” >>> Invite them to join you at an industry event with a note: “I remember you wanted to meet XXX. She will be there, and I am happy to introduce you.” What works best depends on: → What you know about them. → What’s going on in their world. → What you’ve already talked about. You don’t need to be clever or pushy. Just be strategic, helpful and human (and also, consistent!). XO, Heather ~~~ I’m Heather Moulder, a former BigLaw partner turned business coach who built a multi-million dollar law practice on my terms. Now I help lawyers grow 7-figure practices they actually enjoy. Want to do the same? Get my anti-hustle strategies inside Success Without Sacrifice, my weekly newsletter (link in profile).

I have had clients land $100k+ roles because of one simple trick Following up. Recently one of my clients had 1 referral, 3 introductions, 1 screening, and 1 second scheduled round from 1 follow-up message. Most job seekers send one email, hear nothing, and assume the opportunity is dead. Hiring managers are busy. Your message might have been overlooked, buried, or forgotten. That’s why following up is your responsibility. Here’s how to do it right: ✅ Follow up in the same email thread – Send a polite nudge 2-3 business days after your first message. Keep it easy to track. ✅ If one week passes with no reply, move on. Reach out to someone else in the company. Start high, work your way down: Week 1: Email the CEO Week 2: Follow up Week 3: Email the VP Week 4: Follow up Week 5: Email the Director Week 6: Follow up ✅ Run this process at scale. Don’t wait on one company. Send 25-30 emails a week. More conversations = more data = faster results. ✅ Invest time in quality. As you improve, spend 30-60 minutes per email to personalize and stand out. Job hunting is a marathon, not a sprint. The ones who land jobs fastest? They don’t send one message and hope. They follow up relentlessly.