Our final post in this series will be a little bit recap and a bit more for some additional tips …
Starting out
Remember that this is not a race. You will need to get to know your fellow networkers, and earn their trust, prior to seeing any real returns in terms of referrals. Be visible, learn about others, and always remember that givers get. Nothing will sink you faster than trying to circumvent, expedite this process.
How much time is needed to see a return?
How much time do you give an opportunity? Time is important but effort is even more important. If you don’t put in the effort … no amount of time will be adequate. I would allow a year minimum and during that time you should be constantly evaluating your own effort. Are you doing everything that you can do to maximize your returns?
Taking it to the next level
Most people that I know, and even those that I associate with in a networking capacity, are what I would call passive networkers. They show up, share a few leads, and will give out referrals when the chance to do so arises. Very few will follow-up on warm leads or seek to interact with others outside of a planned setting.
That’s a shame because they are only receiving a fraction of the potential benefit from any networking relationship. They do just enough to get by. If that works for them … who am I to say.
For those of you who are seeking the maximum return, and those of you who are willing to work for it, here are some tips …
Effective networking does take work and no amount of pixie dust is going to change that – Your one overriding goal is to develop mutually beneficial relationships and these take time. Real relationships are also real-life and that means, that if it is at all possible, you need to get face-to-face. Ditch any device that glows.
You can control the networking narrative – I figured this out early on. I built a number of power partner relationships but, as previously stated, most networkers are passive. As such, as much as they might like me, they rarely thought about me unless … I created an event that put us nose-to-nose. That event was called lunch.
Show genuine interest in others – I’ll let you in on a little secret. I absolutely hate talking about myself which is good because … rarely am I ever asked to do so. Rather, I spend my meetings having the other guy or gal tell me about themselves. Winner winner.
What can you give others? – This can sometimes be challenging and sometimes the best way to determine what value you can provide to a partner is to ask them straight out. Don’t be surprised if you hear … “All I want is someone who I can count on to take care of my customers.” Being able to make quality referrals adds value to their, and your, services.
How else can you leverage these relationships? – Start by being proactive about your needs … Do you know anyone at firm “x”? I see that you are connected on LinkedIn to “x”, would you be comfortable in introducing us?
Speaking of referrals and introductions, teach others how to do both for you and … you do the same for them! A solid introduction includes … name, company name, contact info, nature of the referral, they are expecting your call, and use my name. These are minimums!
This concludes our 12-part series and I hope that you have found it to be beneficial. If you have any suggestions for future articles or if you would like to learn more about NetWorks! Boise, please reach out to me at craig@adaptive-business.com.
Craig M. Jamieson
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