Recently, someone I barely knew contacted me and asked if I would promote his business service within my networking organisation. This person is a business associate, but definitely not someone I know very well. That request made me think about how many people assume that if they have met you, they can ask for something that only a close associate would be willing to do.
Good Networkers know that having a good contact doesn't necessarily make someone a good connection. One of the most important things I've learnt is that it is not "what you know," OR, "who you know," it is "how well you know them" that really counts in building a powerful personal network. This means that your network must not only be "broad," it must also be "deep." Most people focus on the broad aspect more than the deep aspect. When developing a reliable and effective network, it is very important to keep depth in mind as much as breadth! What do I mean by this? When you need to rely on others to help you out (promote your program to their client base or cross market your products), it is critical that you have done the work of strengthening your connections well in advance of your need.
When you are considering asking someone in your personal network for a favor, ask yourself if they are a "contact" or a "connection." A contact is someone you know, but with whom you haven't fully established a strong relationship and a connection is someone who knows you and trusts you because you have taken the time to establish credibility with them. Unrealistic expectations of your network come from trying to "use" your network for support that your contacts might not feel you deserve or feel they have no obligation to provide. You really do have to earn the loyalty and engagement of your referral sources. Next week I will offer some tangible ways to deepen the roots of your network.
Written by Glenn Kirkwood & Dr Ivan Misner
If you don't like where you are, change it! Your not a tree. - Jim Rohn
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