Here’s what they do, condensed into 4 important steps, that I want you to think about adopting into your own networking strategy.
They follow up consistently. I’m betting that when you have a conversation, you send one email and that’s it, thinking; “I don’t want to be a bother.” Well, the fact is that people are always busy. Whether it’s a sales cycle or you’re in self-promotion mode, it’s no different. People need to see something seven or eight times before ‘seeing’ it. You need to find a way to be consistent in that person’s life without being a pain in the butt.
They focus on the audience. This is something that salespeople have done with me which I really resonated with. Whenever they reached out to me, it was all about me and what I wanted. If you always show up with your hand held out, looking for a favor, people are going to stop responding to you. So, find a way to make it meaningful for them and still get what you want as well.
They are excellent connectors. I’ve found that good salespeople have often connected me to great people and ideas. They may or may not have anything to do with what we were talking about but they were connections to things I was definitely interested in. Find a way to be that super-connector for your networks.
They understood my business. Salespeople would come to me sharing information about trends, things they had learned, or to ask my opinion about something I knew, which, of course, I always loved to offer. Take the time to truly understand your networks’ businesses and reach out to them with beneficial information or asking them to share their perspectives on things you know they’d love to talk about.