The Importance of Having a Network
During the holiday season, as I put together my annual batch of "Season's Greetings" cards for my top 100 professional connections, I thought a lot about how important it is to have great relationships and strong networks. This is true both professionally and personally.
Some days it feels like I, single highhandedly, keep the Postal Service and maybe Hallmark in business. I send post cards, birthday cards, thank you cards, etc. I am a firm believer that the value of handwritten notes has not been lost in this digital era!
If there is ever a time where you owe somebody a thank you, especially a current or potential client, I implore you--send a handwritten thank you card. As part of my job responsibilities I interview potential new hires. In the six years that I have been interviewing, I can count on one hand the number of people that sent a handwritten thank you note. Guess what, I recommended all of them for a 3rd interview. The reason? Anybody can send an email thank you--that's easy. What shows me that a person really wants a chance to contribute to my company is that extra level of effort. Do not understand the impact of thank you notes!
Even if there isn't a reason for a thank you, make sure that you reach out to your clients when you don't want anything from them. If it would be overkill to call and you don't have a reason to send a note, at least share an article that you thought they might like or give them a shout out on LinkedIn.
My experience has been that people are much more willing to help you, if you aren't asking for something every time they hear from you.
Constantly build your personal brand and your professional identity using social media. This can be anything from the incredibly important LinkedIn to Google+, Twitter, Pinterest, Facebook, Reddit, etc. First, any website that you are connected with your clients on provides a chance to indirectly remind them of you and the contributions you are making.
Second, expect your clients to use a search engine to research you. If you are courting a new client or up-selling a current one, it can be just as damaging to have no on line identity as it can be to have a questionable one. People want to know that you exist because people want to buy from flesh and blood human beings.
Make sure that you have an on line presence. By staying active on social media, you can largely control the conversation about yourself and, as a result, project the image that your clients will find most desirable.
Showing a personal interest in your network is an important way to build rapport, trust, and eventually a friendship. Take the time to write down and remember the names & ages of your Client's children. Maybe they share with you an important work or personal milestones or cause that is close to their heart--take note! If your client is willing to open up to you and share personal details or important facts, it is a great chance to show that you are interested in them as more than just a pay check.
Now that you have a few tidbits of information, you also have non-business related talking points for your next call, card, or shared article. It gives you the freedom to start a call with "Jason, How are the kids--Rob just turned four last month, right? How were the birthday festivities?" Instead of "Jason--I wanted to call you about spending more money with me...?"
One key to making the little things count, is that if you are ONLY making a note of these details to further your immediate business goals--it will ring false. If you don't really care about your clients as people, these efforts might sound a bit hollow. If all else fails at least remember to send holiday cards!
While it is important to expand your business connections it is also important to expand and diversify your professional network outside of strict business connections. There are so many ways to expand your network that is always surprises me when really intelligent, lovely people aren't doing this.
I read a handful of articles during the height of the US economic recession about VP/C-level executives from Fortune 1000 corporations being laid off and realizing that they had a much smaller network outside of their immediate colleagues than they realized. As a result, it was more difficult for those folks to get back to work quickly and in similar positions. They all vowed to expand & diversify their networks to never find themselves in that position again.
My message to you is--don't wait until you are in a bind. Expand your network now by finding a local church or social group that meets weekly, volunteer for local organizations, join a non-profit board, play on a co-ed sports team, attend networking events, and overall just be open to meeting new people. I understand that it is not easy for all people to just strike up a conversation with a stranger. This is why I so highly encourage finding activities that allow you to build a relationship based on a shared interest.
Whether you are reaching out to a current client, prospecting for new business, building your network, or just putting up a post on LinkedIn--show your personality. If you are seen by your network as a diverse professional who is in touch and in demand, you are going to increase your contributions to your company, your community, and yourself!
As always, please email me at coldcallingmastery@gmail.com if you have any questions!
There are a few key ways that I try to strengthen my network:
1. Stay in Touch with Personal Outreach
2. Stay Active on Social Media
3. Remember the Little Things
4. Expand your Network
5. Be More than a Job
STAY IN TOUCH
Some days it feels like I, single highhandedly, keep the Postal Service and maybe Hallmark in business. I send post cards, birthday cards, thank you cards, etc. I am a firm believer that the value of handwritten notes has not been lost in this digital era!
If there is ever a time where you owe somebody a thank you, especially a current or potential client, I implore you--send a handwritten thank you card. As part of my job responsibilities I interview potential new hires. In the six years that I have been interviewing, I can count on one hand the number of people that sent a handwritten thank you note. Guess what, I recommended all of them for a 3rd interview. The reason? Anybody can send an email thank you--that's easy. What shows me that a person really wants a chance to contribute to my company is that extra level of effort. Do not understand the impact of thank you notes!
Even if there isn't a reason for a thank you, make sure that you reach out to your clients when you don't want anything from them. If it would be overkill to call and you don't have a reason to send a note, at least share an article that you thought they might like or give them a shout out on LinkedIn.
My experience has been that people are much more willing to help you, if you aren't asking for something every time they hear from you.
STAY ACTIVE
Constantly build your personal brand and your professional identity using social media. This can be anything from the incredibly important LinkedIn to Google+, Twitter, Pinterest, Facebook, Reddit, etc. First, any website that you are connected with your clients on provides a chance to indirectly remind them of you and the contributions you are making.
Second, expect your clients to use a search engine to research you. If you are courting a new client or up-selling a current one, it can be just as damaging to have no on line identity as it can be to have a questionable one. People want to know that you exist because people want to buy from flesh and blood human beings.
Make sure that you have an on line presence. By staying active on social media, you can largely control the conversation about yourself and, as a result, project the image that your clients will find most desirable.
LITTLE THINGS COUNT
Showing a personal interest in your network is an important way to build rapport, trust, and eventually a friendship. Take the time to write down and remember the names & ages of your Client's children. Maybe they share with you an important work or personal milestones or cause that is close to their heart--take note! If your client is willing to open up to you and share personal details or important facts, it is a great chance to show that you are interested in them as more than just a pay check.
Now that you have a few tidbits of information, you also have non-business related talking points for your next call, card, or shared article. It gives you the freedom to start a call with "Jason, How are the kids--Rob just turned four last month, right? How were the birthday festivities?" Instead of "Jason--I wanted to call you about spending more money with me...?"
One key to making the little things count, is that if you are ONLY making a note of these details to further your immediate business goals--it will ring false. If you don't really care about your clients as people, these efforts might sound a bit hollow. If all else fails at least remember to send holiday cards!
EXPAND YOUR NETWORK
While it is important to expand your business connections it is also important to expand and diversify your professional network outside of strict business connections. There are so many ways to expand your network that is always surprises me when really intelligent, lovely people aren't doing this.
I read a handful of articles during the height of the US economic recession about VP/C-level executives from Fortune 1000 corporations being laid off and realizing that they had a much smaller network outside of their immediate colleagues than they realized. As a result, it was more difficult for those folks to get back to work quickly and in similar positions. They all vowed to expand & diversify their networks to never find themselves in that position again.
My message to you is--don't wait until you are in a bind. Expand your network now by finding a local church or social group that meets weekly, volunteer for local organizations, join a non-profit board, play on a co-ed sports team, attend networking events, and overall just be open to meeting new people. I understand that it is not easy for all people to just strike up a conversation with a stranger. This is why I so highly encourage finding activities that allow you to build a relationship based on a shared interest.
BE MORE THAN A JOB
You are more important and have more to contribute than just a title at a company. That isn't to say that you job is not a significant part of your identity or that it isn't a very important part of how you are--but it's not everything!
Whether you are reaching out to a current client, prospecting for new business, building your network, or just putting up a post on LinkedIn--show your personality. If you are seen by your network as a diverse professional who is in touch and in demand, you are going to increase your contributions to your company, your community, and yourself!
As always, please email me at coldcallingmastery@gmail.com if you have any questions!
HAPPY NEW YEAR!
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