Work that Network!
By Phil Parry
Now more than ever is the time to make your network work for you. Remember ‘Silence is Deadly’. You want to be at the forefront of their mind.
The basis of business is rapport -
If I like you, if I feel we have something in common (personality, humour, location, interests, etc.) or if I feel you have an interest in my business – then I’m more likely to refer work your way
Marketing is all about soft sell. Hard sell is irrelevant, intrusive and impersonal. Soft sell is far more effective it’s relevant, personal and empathetic.
Take a bit of time to write a list of all your contacts –
- Current contacts
- Past contacts
- People you have met along the way
- People you have worked with
- Even perhaps University Alumni (where are they now)
You’ll probably realise that you have a huge network.
So how do you work your network?
You don’t always have to have reason to make contact. Remember most people are polite and most people want to keep their network alive as well.
‘I thought I would give you a call as we haven’t spoken for some time’
‘How’s things?’
Or if the past encounter was brief
‘You may remember we met at the conference, this is a catch up call...’
Even better is to hook your call onto an event –
‘I read your company has won an award/has opened in Paris/is doing very well...’
Depending on how well you know your contact –
‘I was sorry to hear about Carlisle United.....’
And even better is to plan the call. If the conversation goes onto business, which it probably will when they ask ‘and how’s business with you?’ Be ready to tell them something that they will value - a relevant product or service. If you have carefully thought about it through, they are bound to be interested. It’s ok if they may have the product or service already – you have told them about your capability. You never know what might happen in the future.
How do you widen your network?
Look for the opportunities and create opportunities – conferences, seminars, business lunches and dinners, business meetings and events, Also, socially - the golf club and gym, travelling and on holiday – you will meet others.
Get them talking first. Find out about what they do, their work and their interests. If there is the opportunity, find out as much information as possible beforehand – gone on-line and get the news and go onto their website. As they talk, listen and think on your feet.
At some point they will ask ‘what do you do?’ How do you answer and what do you tell them? Make it relevant.
If you don’t talk business, don’t worry. Remember, rapport is at the foundation of business. If we get on, have common ground, support Carlisle United – we can talk ‘business’ next time
At the end of the interaction, what do you do next? Keep the dialogue going! Call them, send an email – find opportunities to keep the conversation going.
Work your network!
Phil Parry is Director of Learning and Development at JSB Training and Development
Related course: Working your Network
2-day interactive training and practice - with optional 3rd day tribunal visit (compulsory for ACEL students):
10 - 11 (12) Aug 2010
2-day interactive training and practice:
24 - 25 Aug 2010
2-day highly practical introductory course:
22 - 23 Sep 2010
3-day interactive training and practice - with optional 4th day tribunal visit:
11 - 13 (14) Oct 2010
1-day interactive seminar:
19 Oct 2010
2-day practical course:
4 - 5 Nov 2010
2-day course:
15 - 16 Nov 2010
2-day interactive training course:
11 - 12 Apr 2011
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