I attended a WFF Regional Connect on Thursday evening here in ATL, and picked up some great tips on networking. Ironically, earlier in the day, I happened to also see a feed from
Keith Ferrazzi on follow-up…an important part of the networking process. Properly implemented and managed, it can convey a true interest in the individual, as opposed out reaching out for commercial reasons only.
Here is a mash-up of both content-rich events…
If you want to stand out from the crowd, FOLLOW-UP. Put simply, few are adept at this simple step. Develop your brand with focused (and smart) follow-up techniques. Fixing your name (and story) in your new acquaintance’s mind must be initiated within the first 24 hours of your meeting. Specifically, these steps include:
· First and foremost, don’t make the follow-up about you, make it ABOUT THEM, using the information you discovered in your initial conversation (you did ask questions, didn’t you?).
· Immediately put in individual’s name and vitals into your database, and schedule another follow-up thirty days or so later. Make the effort to simply keep in touch.
· Always express your gratitude.
· Be sure to include an item of interest from your meeting or conversation…or a joke or a shared moment of humor.
· Reaffirm whatever commitments you both made—going both ways.
· By all means be brief and to the point.
· Use both e-mail and snail mail. A handwritten note (on a simple note card) will DEFINITELY set you apart, and add a very personalized touch.
· Always follow up with those who have connected you with someone else. Let the original referrer know how the conversation went, and express your appreciation.
· Make follow-up a habit. Make it automatic.
Now, to networking…The WFF Regional Connect centered upon building your network to include some of each type of networker roles:
· CONNECTOR: a door-opener, and natural connector
· INFORMATION POWERHOUSE: Human grapevine…Great resource for ideas, projects, and opportunities.
· INFLUENCER: This person helps get people on board with ideas and initiatives. Although he may not be an executive or even senior manager, his opinion is respected, and his support can draw others into supporting your efforts.
· SENIOR LEADER: Typically senior managers and peers who can single you out for projects or teams. They are your growth and development “champions.”
· MENTOR: Senior leader who seeks to open doors for you. A rarefied class of individual.
It was pointed out that most of us have people in some of these categories, but our goal should be to fill out all categories to better complete and advance our personal networks.
Finally, the concept of a personal board of directors was suggested by the WFF keynote speaker, Alicia Thompson, VP of PR and Communications for Popeye’s Louisiana Kitchens. A personal board can advise, validate, and direct your career activities, as well as become a personal stakeholder in your long term success. Family, close friends, and relationship-based business associates should make up your board. It’s an interesting concept…think about it for your own “personal enterprise.”
Remember that networking is not a passive activity, but an ACTIVE one. You must actively focus a part of every day toward its development. Create an active networking strategy and then constantly work it. Good luck!
“More business decisions occur over lunch, dinner, or cocktails than at any other time, yet there is not MBA courses given on the subject.” --- Peter Drucker