Effective Networking

Marketing

Effective Networking
by Tim Connor



There is an old cliché that says, "It isn't what you know, but who you know that counts in the development of your career or business." I would like to expand briefly on this concept. I don't believe it tells the entire story.

There are three other ideas I would like you to consider:

Success isn't whom you know, but who knows about you.

Success is about who knows you and what you know.

Success is about whom you know, who knows about you and what you know.

I have come to believe that you can know a lot of people, but if they don't know a great deal about you, the value of these contacts is limited. One of the keys to effective networking is the ability to both accumulate a variety of contacts in your database and have these people aware of your skills, abilities, interests and/or needs.

I have met tens of thousands of people in my 30 year career, but I would venture a guess that fewer than 500 can contribute to my success in some way by being able to introduce me to others they know who might be potential clients for me.

Networking is finding people who may be able to be a center of influence for you, taking the opportunity to get to know them, and giving them the opportunity to get to know you.

Most salespeople are really poor networkers. They fail to join organizations where people congregate that could benefit them. Or, if they do belong, they fail to get involved or even participate in various meetings and networking opportunities.

How are you at as a networker? Do you self-promote yourself with regularity in areas where influential people mingle? Do you belong to industry associations? Do you attend some of their meetings? Do you keep a database of contacts – where you met them and how they might be of value to you? Do you have some device to keep in touch with them (like a newsletter, periodic notes, telephone calls, use of email)?

Whom have you met in the past 5 years that you have lost touch with who could be of some value in your career?


-----------------
Tim Connor, CSP, is a professional speaker and expert in the fields of management, sales, team building, and customer service. He's the author of 19 books and can be reached at 704-895-1230, speaker@bellsouth.net or www.timconnor.com.