Networking is a powerful tool for anyone in business, but it's especially useful for salespeople. Network contacts give you access to opportunities that you'd never have without them. The most difficult part of networking is getting started with your first few contacts. Then once you have the beginnings of a network, all you need to do is treat them right and you'll be able to keep it growing indefinitely.
The first step in building a network is deciding who you want in it. Make up a list of your ideal contacts, just as you might identify potential prospects for a sales call. Your dream contact list should contain people who can be helpful in the long term. Some of those contacts will be potential prospects, but don't limit yourself to sales targets. Networking contacts can help out in plenty of other ways – they might be people who can get you in touch with major prospects; or people who can provide useful information on different subjects; or even people who might help you get into your dream job.
If you're not sure who to look for, start with the company names and then work inward. Identify people who work for that company and target the ones whose job titles indicate that they might be the right person for your needs. If you can't get to the best person right away, start with someone else who works for that company. Once you've settled him into your network, he can help you to reach your target contact.
Don't pursue contacts who can't be of help to you in some way. Keeping your network going can be time-consuming, and if you're spending a lot of time with contacts who can't actually help you in some way, you're wasting that time. Keep a list of your contacts and include the reason why they're helpful to you. If someone on your contact list can no longer help you, ease them out of your network.
Keep in mind that your network contacts aren't cows to be milked; they're people who will expect give-and-take. If you want to add someone to your network you need to show them what's in it for them, just as you would with a prospect. The best way to lure a contact into your network is to do something for him right away. This could be something small, like sending him a useful article or introducing him to someone else you know. If it's a local person, you could invite him out for coffee. The point is to show him that you can be helpful or at least pleasant company.
As you get to know your new contacts, keep track of their interests. You can often find hobbies and so on listed on social media pages, especially Facebook. You'll be able to glean more information from your contacts' posts and emails. Knowing these details will make it much easier for you to reciprocate when someone helps you. It will also make your contacts feel better about you because they'll see that you're paying attention to their likes and dislikes.
When your network is brand new, don't even think about asking your contacts for favors. You need to spend some time getting to know them and doing them favors first. If someone offers to help in some way, that's fine, but don't ask until you have established a track record for being helpful. And as your network continues to develop, keep on doing at least two or three favors for every one you ask. That will keep your contacts happy and your network strong.
By Wendy Connick
http://sales.about.com/
The first step in building a network is deciding who you want in it. Make up a list of your ideal contacts, just as you might identify potential prospects for a sales call. Your dream contact list should contain people who can be helpful in the long term. Some of those contacts will be potential prospects, but don't limit yourself to sales targets. Networking contacts can help out in plenty of other ways – they might be people who can get you in touch with major prospects; or people who can provide useful information on different subjects; or even people who might help you get into your dream job.
If you're not sure who to look for, start with the company names and then work inward. Identify people who work for that company and target the ones whose job titles indicate that they might be the right person for your needs. If you can't get to the best person right away, start with someone else who works for that company. Once you've settled him into your network, he can help you to reach your target contact.
Don't pursue contacts who can't be of help to you in some way. Keeping your network going can be time-consuming, and if you're spending a lot of time with contacts who can't actually help you in some way, you're wasting that time. Keep a list of your contacts and include the reason why they're helpful to you. If someone on your contact list can no longer help you, ease them out of your network.
Keep in mind that your network contacts aren't cows to be milked; they're people who will expect give-and-take. If you want to add someone to your network you need to show them what's in it for them, just as you would with a prospect. The best way to lure a contact into your network is to do something for him right away. This could be something small, like sending him a useful article or introducing him to someone else you know. If it's a local person, you could invite him out for coffee. The point is to show him that you can be helpful or at least pleasant company.
As you get to know your new contacts, keep track of their interests. You can often find hobbies and so on listed on social media pages, especially Facebook. You'll be able to glean more information from your contacts' posts and emails. Knowing these details will make it much easier for you to reciprocate when someone helps you. It will also make your contacts feel better about you because they'll see that you're paying attention to their likes and dislikes.
When your network is brand new, don't even think about asking your contacts for favors. You need to spend some time getting to know them and doing them favors first. If someone offers to help in some way, that's fine, but don't ask until you have established a track record for being helpful. And as your network continues to develop, keep on doing at least two or three favors for every one you ask. That will keep your contacts happy and your network strong.
By Wendy Connick
http://sales.about.com/
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