"What goes around comes around," is one of my favorite
networking quotes. It simply means that when you give to others, you will
receive good things.
People frequently attend networking events and business meetings for
the sole purpose of getting business. The ones who get the most business
are usually the "Give-Getters." Give-Getters are people who practice
giving leads, tips and business before asking for them. They know that
when they need something, the people who have benefited from their gifts
will be eager to help them.
Networking is connecting needs with opportunities, information with
possibilities and ideas with outlets. It is the bridge between needs and
resources. Giving leads is an important part of the networking process and
can be a direct route to success. Let's look at the basics of giving
leads.
Definition of Lead
A good Lead is Information that will assist someone professionally
or personally.
There is a lot of news and information out there but it may not have
any impact on my life or yours. Be sure the leads you give are meaningful
and relative to the person receiving them. Practice the art of carefully
selecting leads to share. You and your leads will be valued by others.
Purpose of Giving Leads
Examine your motives for giving leads. Are you doing it to
fill a quota imposed by a club? Are you sharing leads solely for the
purpose of receiving leads back? Are you sharing leads because you want to
help another person by giving them important tips and information?
These are all good reasons for giving leads. Your intentions will help
shape the results.
Leads & Networking
Networking is the big picture and covers giving and receiving leads as
well as numerous other factors and processes. Networking is a web that
goes on and on and touches many people. Relationship building is the
heart of networking. Leads are direct; one to one. One person
gives a lead (or leads) to another person.
Sources of Leads
Leads are everywhere! The key is to relate information to a particular
person. This requires us to be good listeners, have a system for
remembering or recording leads, and ways to give leads so they result in
powerful connections. To discover leads read, listen, use the Internet,
ask lots of questions and attend events. Most important, always be mindful
and alert 24/7.
Sharing Leads
Before you attend any event, think about who will be there. Think about
what they need and note any leads you may have to help them meet their
needs. When you hear or learn valuable tidbits, think about who would
benefit from knowing that information or file it away to bring out when
you can use it. Send news clippings to people who would benefit from the
information in the article. Forward e-mails to people who will benefit
from their contents or another link.
Master Networkers make networking a lifestyle and a mindset. They live,
eat and breathe networking. Master Networkers are valued because of who
and what they know and because they are willing to share.
Follow-Up on Leads
Have a system for recording the results of leads given and received. You
won't know you are winning if you don't keep score.
Whether you are giving or receiving leads, follow-up with phone calls,
notes, e-mail, etc. Giving leads is personal. People know you care when
you give them quality leads. Follow up by asking how you can help them in
the future. Then, sit back and wait for good things to "come around" to
you!
We live our lives in cycles. In business, there are busy times, down
times and in-between times. These are repeated over and over.
Just as there are cycles in the seasons, nature, retail sales, the
economy, education, etc., there are cycles in networking. Relationships
also have cycles. Because relationships are the heart of networking, we
can easily see similarities between the cycles in relationships and the
cycles in networking. Let's explore the cycles of networking as seen
through the framework of relationships.
First Cycle: Making Contacts
(This cycle was covered in our last newsletter)
Second Cycle: Selection Process
In the second cycle, you sped time selecting and de-selecting people.
Not every contact will become a client, partner or resource. This is the
time to sort through all of your contacts and identify the truly
productive ones. It's easy to hold onto people because they are nice or
you like them or they are a friend of someone important to you. Holding
onto unproductive people will slow down your success in business just as
much as it will hinder progress in your personal life. In a considerate,
professional way, gently release the people who can't help you achieve
your goals. You don't have to stop all contact with them; just don't
include them in your core network.
Next issue: Third Cycle: Building Relationships
TRAINING