Step Two: Making Connections
You've attended events and collected the names of potential contacts. Now, how do you turn these into brilliant business connections?
Begin by identifying common links and themes to each and everyone in your database.
When you consider your database - cleanliness is definitely next to godliness. If your contacts are moth-eaten, out of date, choked and surrounded by dead wood, there's no way you'll be able to optimise their worth.
The information you should be aiming to record on your business connections includes:
- the contact's name, address, telephone number, fax and email
- their company name and job title
- the source of the original meeting, venue or person
- who introduced you
- a record of what transpired at the first meeting
- the arrangement for follow-up - timing/method
- any personal details - birthday/family/hobbies and interests
- geographical details - the area of country if you are visiting them
- background - them/their company/previous positions held
- their and your aims and objectives, links and mutual acquaintances.
A Systematic Approach
When you have a systematic approach to keeping your contacts list neat, clean and tidy, you'll use it more often and effectively. Self-discipline and orderly procedures make it a valuable accessory.
Set up a monthly reminder note to contact anyone you haven't seen or spoken to in the last six to eight weeks. They will appreciate you keeping in touch. A friendly enquiry as to how they are may be all that's required. Many people will be amazed that you've rung them without any particular reason or ulterior motive attached.
Developing connections with like-minded people with whom you can do business, either now or in the future, is the aim. One of the best ways that works is to try to help them as much as they can help you.
Categorising your Business Connections
Why do you network? What activities do you pursue? Where do you do it?
Everyone in your database is a business connection. This includes existing clients, prospects, former clients, suppliers, influencers, bridges, links and gatekeepers. It can also include those with whom you work, former colleagues, past employees, ex-employers. Beyond that it reaches members of your clubs, professional associations, associated businesses and other networks. It can also include your friends and acquaintances.
How you make use of these connections depends on what you want to achieve and what activities you pursue.
Be Selective It's impossible to keep in touch with everybody you meet, and it's not necessary to do so.
Suggested Methods of Connection
Some people host networking events, others belong to a selected number of professional associations and attend their meetings regularly.
You can use a number of opportunities, such as receptions, parties, industry-related conferences, seminars and workshops. Attending exhibitions, professional interest group workshops, private social functions and sport and leisure events are also useful.
There is limitless opportunity these days to meet people and foster good connections, but it's only with persistence that the relationships will flourish. You can't become 'best friends' with someone by putting in sporadic appearances every six months!
Whatever you do, wherever you feel most comfortable, be alert and open to making connections.
The difference between 'networking' and 'connecting' is that there is more than one common thread running throughout.
In addition to your profession, the event at which you are both present, or the fact that you have been introduced through a mutual friend or colleague, you probably have other links in common.
New Approaches
Invest some time in polishing up your existing network. Work out where your new contacts fit in, and how they dovetail with your existing contacts.
Spend time working out how best to categorise and detail them. Think about whether they are decision-makers, influencers, bridges, links or gatekeepers.
- A decision-maker is someone who can award contracts and has the power to agree to something you want to happen.
- An influencer's word carries weight if he mentions you to the decision maker - sometimes called a recommender.
- A bridge is someone who can introduce you to another person you want to contact who you can't otherwise reach.
- A link is a mutual connection between you and someone else which helps establish credibility and trust with the new person - not to be confused with name dropping.
- A gatekeeper is the person that stands between you and your desired contact - always be extra nice to them.
