Networking can be sliced and diced any number of ways. There is no one way to network or reach out to your prospects, clients and colleagues.
However, you can categorize the types or levels of outreach. For example, there are different types of people you want to reach:
- Direct connections.
- Influencers.
- Referral sources.
- Sources of information.
Direct connections are people you do business with or may do business with–clients. You may conduct a transaction with the directly.
Influencers are the people who can bring direct connections to you. Or advise someone to work with you.
Referral sources are people who refer others to you and you to them.
Sources of information include people who keep you up to speed on what is happening with your industry, business, customers and the community. Know what is happening is as important as know who is doing it.
Yet it doesn’t stop here. There are multiple levels of each of these groups. And with each level comes a hierarchy of value. For example, we all have clients who are basic to our survival and provide repetitive. The sales cycle is short and the reward is immediate but smaller.
Another level is those who take longer to trust in you, but the cycle to closing is longer and more valuable.
Lastly, there is the largest, most valuable (from a transactional POV) network. These folks take their time making a decision. However, their choice is well thought out for a reason and the dividend paid is proportional to the time it takes to “close” the deal.
Know your “market” and know your targets.
Relentless
