Brenda Eckstein International

Strategy, Leadership, Integral Coaching and Communication consulting

Expand Your Network

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Expand your personal network by improving the quality of relationships within your existing network, and also by adding new contacts in a purposeful manner.

Personal networks are dynamic and constantly changing.  Most people would like to expand their networks and at the same time maintain quality and integrity.  In order to do this, you need to pay attention to all the aspects of building your network.  These include improving your skills, identifying your network, organising and updating the information and sustaining relationships.  On this firm foundation you can then build an even stronger and more effective network.

We often underestimate the value of ‘harnessing the power of collective networking’.  I thank one of my current clients for emphasising this aspect and wording it so well.  A forthcoming blog will provide ideas for symbiotically tapping in to other team-members expertise in networking.

Exercise
How can you improve the quality of existing relationships within your network?

List your top 20 customers.  What action are you going to take in order to sustain each relationship?  Are you going to phone them for a chat, meet with them, entertain them, send them an article of interest, or simply send them a message? 

Set definite goals for each customer and implement the process of building positive relationships.

Which areas of your network need to be improved?  With which categories of people would you like to build relationships?  (For example, people in similar positions in other businesses?)

Take action.  Build strong networks, keep them alive and you will benefit.

Let People Know What Your Needs Are

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In networking, so often we forget to tell others what we need.  For example, if we are looking for a secretary with special skills, we should remember to tell others in our network what you are looking for. At one of my sessions, during an exercise which I conduct, a person mentioned that he needed indigenous plants for a new section of his garden.  The person he was talking to happened to have a friend who was clearing indigenous plants from his garden.  After the session, the ‘middle-man’ introduced the two men to each other.  The giver was pleased that he wouldn’t have to discard his excess plants and that someone could make good use of them.  The recipient was delighted that he could get plants that were difficult to obtain.  The ‘middle-man’ celebrated the success of his ‘networking’ initiative.  All three felt good about the outcome.  What are your needs at present? For example, do you need to buy a second-hand bicycle?  Would you like to know where to take clients for an excellent lunch?  If you are new in town, do you wish to know about networking events? Step 1:  Write down a list of needs - the type that others might help you meet. Step 2:  Next to each, write the name of someone in your network who could possibly give you the information you require, or suggest how you could go about finding it. Step 3:  Take action.  Contact the relevant people.

Identify The Benefits of Personal Networking

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More information on personal networking can be found in ‘Networking Tactics:  a guide to achieving success through personal networking’ and ‘ABCs of Effective Networking:  fifty-two ways to achieve success’.  Brenda Eckstein is the author of these books and presents training programmes, workshops and talks on personal networking.  The benefits of personal networking are many and varied.  Identify those benefits that will help you to achieve success.  It’s important to have your personal vision clearly articulated.  Make sure you know where you want to be in three years’ time.  Align your networking tactics with your strategy. The benefits of strategic personal networking are great, and if managed correctly, they translate directly into sustainable business and personal success and growth.  For example, effective personal networking can: • provide opportunities for you to be of service to others • build and sustain relationships • help to maintain a good reputation • be the best marketing tool available • result in good referrals • expand your horizons • make you more visible so that when opportunities arise people think of you • create a sense of belonging • enable you to reach your goals • give you easier access to relevant information • put you in line for a work promotion • create occasions for sharing ideas and generating new ones (energy) • provide a safety net for testing ideas and obtaining trustworthy advice. From a professional, business and personal perspective, make sure your strategy for achieving your three-year goals is clearly articulated.  Then set tactics for using personal networking to help you achieve your vision. Exercise List 10 benefits of networking that apply to you and will help you to achieve your three-year vision. Give an example of each: 1. 2. 3. 4. 5. 6. 7. 8. 9. 10.

Use Business Cards As A Source Of Conversation

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More information on personal networking can be found in ‘Networking Tactics:  a guide to achieving success through personal networking ’ and ‘ABCs of Effective Networking:  fifty-two ways to achieve success’.  Brenda Eckstein is the author of these books and presents training programmes, workshops and talks on personal networking. 

Personal networking is a process and not a transaction.  It involves making contacts and building relationships.  Quality conversation is an important part of this process.

Business cards are an excellent source of conversation.   Often, when given a card, the recipient hardly looks at the card before putting it in his (or her) pocket. In doing this, the person has lost an opportunity to engage in quality conversation which could lead to the building of positive relationships.

This is how you use the card as a conversation tool: 

  • Look at how the person’s name is spelled and you can comment on that.  Seeing the name written will help you remember the person’s name.  
  • The business or company name could lead to an interesting conversation on the business and the way it operates.
  • The job title will help you to show interest in what the person does, and also makes it easier to see how this person could fit into your network.
  • The address tells you where the business is situated and can be another ‘hook’ on which to build conversation.
  • The logo has special significance.  Ask questions.
  • Consider how the colours used link to the corporate or business identity.  This provides more information and that is interesting, too.

In addition, showing interest in their business cards impresses people and helps you to remember them.

Next time someone hands you a business card, immediately study it carefully and use aspects of the information to enrich your conversation.  Comment on the details and ask ‘open’ questions.

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Phone:+27 (0)33 342 5432
Fax:+27 (0)86 5188 205
Mobile:+27 (0)82 499 3311
E-mail:brenda@strategy-leadership.com

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