Who is in Your Network?
Take time to define your network.
- All the people you used to know – old friends, former clients, fellow employees, school acquaintances, former neighbors.
- All the people you now know – family, current clients, social contacts, charitable affiliations, members of religious organizations.
- All of the people who know you – attendees at your speeches, newsletter recipients, former students.
- All of the people you would like to know – prospective clients, influential people, leaders of trade/business associations.
Networking Tools to Ensure Success
Be sure to use these:
- Establish a strong relationship so that networking contacts recognize you even among a large group.
- Maintain one-on-one name recognition.
- Establish a mutual point of interest – search for something you have in common.
- Send informal notes to confirm meetings.
- Follow-up with breakfast meetings.
- Express interest in finding out more about the person’s business.
- Forward articles of interest.
- Invite business contacts to social events attended by other friends and associates.
- Make some type of on-going contact every four to six weeks until you feel comfortable that this individual is a viable part of your network.
Maintaining Your Network
You can never stop managing your network.
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Make regular telephone calls to prospective clients.
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Invite people to quarterly or semiannual luncheons or holiday parties.
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Send copies of newsletters and personal notes. Send birthday and anniversary cards.
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Plan annual meetings with clients to review satisfaction level.
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Occasionally stop by clients’ offices.
Things to keep in mind
- Quality relationships take time to build and get stronger over time. They cannot be maintained without regular communication.
- People tend to feel most comfortable with others in their age group.
- People who share common interests transcend most age barriers (personal interests, political affiliation, children of the same age, social interests).
- People are attracted to others who are most like them, or to those who offer unique perspectives.
- People appreciate and remember when you show personal interest in them or others important in their lives (family, employees, charitable activities).
- People do business with people they like, trust, confide in and feel comfortable around.
Make regular telephone calls to prospective clients.
Invite people to quarterly or semiannual luncheons or holiday parties.
Send copies of newsletters and personal notes. Send birthday and anniversary cards.
Plan annual meetings with clients to review satisfaction level.
Occasionally stop by clients’ offices.
