Let’s start with the basic premise that, in order to become a master networker, you are going to have to have leads to share. Leads, referrals, and introductions are networking currency and givers do get. While not all leads are created equally, there are three criteria that will turn any o.k. lead into a potentially great lead …
- The information is not widely known. You are giving it out early. It was not found in the newspaper, on a website, or somewhere else. This is an exclusive.
- You have the correct contact information including key contact name, phone, and email address.
- There is no such thing as too much information.
In terms of lead types …
- Business intelligence leads can be valuable to a wide variety of partners. When a new business is opening up, moving, adding on, shrinking, or even closing they need a lot of different services. Don’t worry about whether or not business intelligence leads will be of value for any one networking partner. They will figure it out.
- Referrals and introductions are specific for one or more partners and are unique for each partner. There is an identified need for their specific service (referral) or a potential need for their specific service (introduction).
Now, if you want to continue to receive insider information, you must respect the anonymity of the giver. This means that, unless you have their express permission, you …
- Never use a giver’s name
- Never share the source of the lead
- Never share that lead with others
- If backed into a corner regarding the source, you either off yourself first or, perhaps a better choice … “I read about it in tea leaves”
Next, where will you find leads to share? But first … prepare yourself to record whatever you run across because, if you rely strictly on your memory, it ain’t gonna’ work. Write it down, record a note on your phone … whatever.
- Keep your eyes open! Is dirt being moved? Any sign of construction (including tenant improvements)?
- News sources can be good but everybody probably sees those. Therefore, if that is what you have, enhance the lead with further info like contact names, phone numbers, and email addresses.
- City permit websites are free while other similar sources might be paid or require memberships – AGC (Association of General Contractors), Dodge Reports, and Construction Monitor. A new local freemium site that is quite good is BoiseDev.com.
There is also in-person and online social networking, but … if this is a formal networking organization with a membership of which you are a part … you never share another member’ leads without their permission!
In-person networking events and trade associations – These fall under the eyes and ears category so keep yours open.
Online social networking – The first thing to consider regarding online sites is that you want to go where your customers are found. This is true from the standpoint of finding opportunities as well as potential power partners.
If you are B2B, this is probably going to be LinkedIn. If B2C … Facebook, Instagram, or maybe even Pinterest. Twitter? Hell, Twitter is the wild wild west so pretty much anything and anyone goes.
Here’s the thing about social networking. Early on, I was advised that, in order to be successful online you need to be open, transparent, and honest. While this is fundamentally true, some people chose to add stupid to the list.
As a result, people will talk about anything and everything and all you need to do is shut up and soak it all in. Buy your sponges in bulk at Costco cause … you’re gonna’ need ‘em.
Craig M. Jamieson
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