Coaching Tip: Build better networking relationships

Coaching Tip: Build better networking relationships

Category: Entrepreneurs, Small Business, Home Office (AA196)

Originally Submitted on 10/22/2001.

Introduction

Networking is vital to building relationships that result in sales. It’s more than hanging out at cocktail parties and collecting business cards, though. The effective network is built on consistent communication between its members. Here are some rules to remember for strengthening your network every time you talk to someone inside it:

The Coaching Tip

• Make time to talk. When someone calls you, spend at least a few minutes talking no matter how busy you are. If necessary, arrange a time to call back. Your generosity will be rewarded somewhere down the line.
• Provide positive reinforcement. The point of a network is to generate sales, but that’s not going to happen every time you make contact. If a meeting or presentation isn’t in the cards, remember to say something positive and encouraging about your relationship—how much you’ve enjoyed working together to solve problems, how you hope to see the other person at an upcoming event, and so on.
• Connect people to each other. Referrals show your genuine interest in helping people. You’ll score lots of points by helping members of your network find each other. Just be sure their needs and interests really do mesh, so you don’t waste their time.
• Confirm information. When someone calls you, check to be sure the information you have on the individual is still current. When you call someone else, find out what’s changed in his or her life so you won’t get caught passing along out-of-date information.
• Schedule a follow-up call. Before you hang up, make arrangements to get in touch again. It may be six or eight months down the line, but you’ll show how much you value the relationship if you set up the call in advance.

About the Submitter

This piece was originally submitted by Coach Karl Ruegg, who can be reached at Karl@KarlRuegg.com, or visited on the web. The original source is: Adapted from “Cement good relations,” by Alice Bredin.

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