Networking for Success - Part 2

How do I Identify my Network?

In last months Networking For Success article we examined the concept of Networking and saw how as new and existing businesses, we can use networking to develop our business.

Now we know what networking is, we need to be able to identify our network and how we can be of mutual benefit to each other.

Various studies have shown, that by the time a person has reached their mid-thirties, they will know on average 1,000 people. This is a lot of individuals who can help promote and develop your business.

The key for us as business professionals is to become conscious of who is in your network and how we can be of benefit to them and how they can be of benefit to us. Take time to think of all the people you know, for example:

Family
Friends
Suppliers
Customers
Business acquaintances

Ask yourself:

- Do these people know exactly what my business does?

- Do they know the type of customer I would ideally like to have?

- How can I communicate this effectively and efficiently to them?

A key point to remember when identifying and building your network is that you want to educate them about our business, not sell to them. These are the individuals who will be your sales team when they are in their places of work or social gatherings. Equally make sure you take the time to find out what you can do for them, because this is a relationship you are building and a relationship works both ways.

Once you have identified your network, that is not the end of the process, it is just the beginning. You have to continually add to your network and develop it over time, this is where the real work starts.

There are various ways in which we can develop our network, which include:

Expand your network through your existing contacts. Once you have identified who already is in your network identify who else they can introduce you to. Identify 15 people who you already know in your network, ask them to introduce you to 3 additional people, now you will have 45 people in your network. Of the 45 new people who are now in your network, ask them to introduce you to 3 additional people, your network had now grown to 135. Continue with this process on an on going basis and very soon you will have an expanding and going network.
Identify who is a “Connector” – In his book “The Tipping Point” Malcolm Gladwell, identifies a type of person he describes as a connector. These are the people that in any gathering whether social or business, they just seem to know everybody. Identifying the connectors in your network, will ensure access to people who will enable you to grow your business.
Join a Professional Business Networking Association – There are various on-line and face to face organisations and events where you can engage in formal business networking opportunities. Examples of these include:

- Industry Specific Groups

- Professional Associations

- Trade Shows and Annual Conferences

- Training seminars and Workshops

- County Enterprise Board Events

- Local and National Chamber of Commerce Events

- Business Network International - BNI

- Venture Network

- Small Firms Associations Events

- Linkedin, IGoPeople and Facebook examples of On-line networking

In next months final article on networking we will be looking at how to expand your network and ensure that you are targeting the correct markets for your products and services.

If you have any queries about the content of this article, would like to discuss the issues raised in it or would like the final article in the series, please do not hesitate to contact me.

Orla Doyle, Training Manager, Innovo Training and Development, odoyle@innovotraining.ie