Jump Start Your Network
By: Julie Chance | Posted: 16th August 2005
Jump Start Your Network with People You Already Know
By Julie Chance
© 2005 Strategies-by-DESIGN. May be reprinted with credits
and contact information.
Networking is often identified as a key business building
activity for small business owners, especially those just
getting started. Often we think of networking as meeting as
many new people as possible. However often, as was pointed
out to me following a recent presentation I gave on
networking, we overlook a key group of people as we set out
to develop our network. And that is those people we already
know.
Incorporating the people you already know into your
networking activities is crucial because you already have a
relationship with them.
They are people with whom you already have credibility.
They already know the quality of your work.
Therefore, you don't have to go through the relationship and
credibility building stages before these contacts are
willing to do business with you or recommend you to others.
Many of the people you already know may be people you
haven't spoken with in awhile and most certainly if you are
just getting started with your business, they have known you
in another context. So how do you begin to develop an
active network of these individuals?
Develop a list. Start by developing a list of everyone you
have worked for in the past, everyone who has worked for
you, and those people you have worked with. If it does not
raise legal or ethical issues, consider clients or customers
you have worked with in former positions. Include family,
friends and associates from other activities that you have
participated in such as civic organizations, church or
social/hobby groups. Go through your address book, both the
one you currently use and any old ones you might have lying
around; review membership lists of any organizations you
belong to; if you have phone directories for any companies
you used to work for or client listings from these companies
review those.
Prioritize the list. If you are like most people, your list
will probably be pretty long and it may seem like a daunting
task to begin reconnecting and re-establishing relationships
with those you are no longer in contact with. Prioritize
the list with those who are most likely to have a need for
your services or know someone who is likely to have a need
at the top.
Gather contact information. It is likely that you have lost
touch with at least some of the individuals on your list.
Who do you have contact information for that might be able
to provide you with a current telephone number or e-mail
address for someone else on your list? The process of
collecting contact information for those you have lost
contact with is a great way to begin the process of
reconnecting with those on your list that you do know how to
reach.
Commit time to the process. Commit a set amount of time
each week to re-connect and maintain contact with the people
identified above. This is not about making a phone call,
shooting off an e-mail or sending out a letter to let these
individuals know about your business. It is the process of
re-establishing and maintaining relationships with these
individuals.
Look for ways that you can assist and support them. Before
you make a request for help from the person you are
connecting with, think about ways you can be of assistance
to them. When you contact someone from your list,
especially if it is someone you have not had contact with on
an ongoing basis, tell them you want to update them on what
you are doing and that you want to find out about what they
are doing. Ask them what they need and how you might be of
assistance. If appropriate based on your previous
relationship, re-connect on a personal level as well as a
business level. Ask how the kids are and what they're doing
now.
Stay in touch. Networking is about relationships and
relationships require ongoing contact and communication.
The most effective way to maintain contact is to follow-up
with referrals, information, or ideas that you can assist
them with. It is not about calling once a month or once a
quarter to see if they have any business or any referrals
for you.
Don't neglect those lower on your list. Don't overlook
those individuals who did not make the top of your list,
especially if they are people whom you have or had a strong
connection with. These people may be able to assist you
(and you may be able to assist them) in ways you never even
dreamed of.
Incorporate everyone into your "Rolodex". In this age of
computerized address books and PDAs it is easy to maintain
an up-to-date address book and carry it with you everywhere
you go. You never know when you might be able to provide a
referral for one of the members of your network and it is
powerful to be able to provide their name and contact
information right on the spot. Add them to the mailing list
for your newsletter, Holiday Cards, and any other mailings
you might do. It's just one more way to maintain ongoing
contact.
Focusing on the people you already know to jumpstart your
network can be not only profitable but also very enjoyable
as you reconnect with old friends and re-establish neglected
relationships.
Julie Chance is president of Strategies-by-DESIGN, a Dallas
based firm that helps businesses from professional services
firms to specialty retailers Map A Path to Success by
developing more leads, turning those leads into loyal
customers, and obtaining a greater return from their
marketing investment. The firm provides marketing
consulting, training and skills based coaching. For more
information or to sign up for their free marketing tips
newsletter go to www.strategies-by-design.com or call
972-701-9311.
© 2005 Strategies-by-DESIGN. May be reprinted with credits
and contact information.
About the Author
Julie Chance
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Tags: credibility, small business owners, relationship, business building, address book, family friends, civic organizations, ethical issues, key business, networking activities, phone directories