Continued From Page 6The second type is solutions that'll
save them money. You can
- Introduce them to new vendors.
- Give them the benefit of your experience on business systems, procedures, and/or processes.
- Help them find ways to create non-monetary compensation, incentives, and rewards for their employees and suppliers.
- Offer to negotiate favorable deals on their behalf.
- Show them ways to be more productive, efficient, and effective.
Finally, there are solutions that'll
make their lives easier. For instance, you can
- Teach them how to implement technology better.
- Guide them in their shopping or decision-making.
- Help them plan an event.
- Clip articles or provide them research relevant to their business; in other words, help them learn something.
- Coach them, motivate them, and inspire them.
Once you really get to know your contacts, you'll begin to understand where their needs lie within these categories. If you don't know, ask them: "What's a bigger priority for you right now -- finding more customers or trimming expenses? Making more time with your team members or more time with your vendors? What issues are keeping you up at night? Anything I can do to help?"
Once you believe that you understand the problem, clarify your understanding by asking, "Is it correct that finding talented employees is your greatest current concern?" This is an important step, because any solution you provide is meaningless unless it addresses a genuine concern.
Igniting your network is about turning people on. If you deliver real value, they'll feel the pull of reciprocity (it's a human instinct) and ultimately return that value and more back to you or to others in the network.
In Search of NodesIf you need help in building your personal network, check out one of the popular "social networking" sites now available online. Dan Engel, a successful entrepreneur in Santa Barbara, California, uses LinkedIn (www.linkedin.com) to gather new nodes and light them up. As a member of LinkedIn, you can add your connections and then gain access through them to their connections. It's hard to overstate how useful this can be when you need a specific contact. For example, suppose you're a LinkedIn member interested in talking to someone involved in marketing the Pop Secret product at General Mills. You can visit LinkedIn's website, search its listings under General Mills, and chances are if you built your own network, you'll find the friend of a friend of a friend who works at General Mills and knows the relevant manager.
If you're interested, you can even join
my network on LinkedIn. Just go to www.linkedin.com, search for me, and follow the directions. I'd love to have you as part of my personal universe.
