In today’s business world, who you know rather than what you know can be the difference between an impressive profit and an annual loss. Approximately 80% of available job positions are never advertised. 60% of all jobs are found by networking. With the unemployment rate in Lee County at 7.5%, these are crucial facts to remember.
Networking is more than just collecting business cards. Networking is building relationships. While this sounds like a simple concept, focus can be lost when you are under pressure to meet short-term goals. Keep in mind that in the long run, giving is what creates relationships. Covey refers to giving as “making deposits”. When you are ready to make a withdrawal the credit is there.
Here are nine easy tips to building long-standing relationships:
- Identify the top eight people that you want to build a relationship with.
- Write a script for phone calls so that you sound comfortable on the phone.
- Know what it is that you have to offer. Leverage your strengths; you are the product that you are selling.
- Make relationship building a priority; keep your focus on the other person.
- Be genuine and helpful.
- Remember dates that are important to them by sending handwritten cards and thank you cards.
- Stay accessible. Answer phone calls and emails in a timely manner.
- Keep a positive attitude; everyone loves a winner.
- Under-promise and over-deliver. When you set yourself up for success everyone wins.
Challenge yourself before a meeting or networking event to see if you can pair up someone you know with someone you want to know. Leads from either past clients or personal referrals are far easier to convert into dollars than cold calls. The CEO you want to know better may need the service your high school buddy provides. This type of situation is win-win and win!
A networking database is key to your success. An effective database will remind you of important occasions, allow you to write reminder notes in each person’s file, run reports by category, name, or even address. There are a lot of great databases on the marketing including, "ACT!" and "NOW!" Some cost more than others, but if you utilize them effectively you will get more than your money’s worth!
Absolutely everyone you have contact with should be in your database. Start by entering college friends, past and present employers and co-workers, high school contacts, family members, friends, acquaintances, etc. Contact everyone regularly and keep their information current. Phone calls, personal letters, cards, a newsletter or email are all acceptable ways to get back in touch.
Finally, most successful business people live a public life. Good news as well as unfavorable news travels quickly in most circles. It is essential to practice strong ethics in every area of your life and take care in forming strategic-alliances as we are often judged by the company we keep. Conduct yourself in a professional, courteous manner wherever you go, even the mall. Treat each encounter as if it is the most important relationship you have. You never know who you will bump into or which conversation is the one that will take your life or business to the next level.