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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.

• 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.

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.