Do you have Contacts or Connections? Part 2

Continuing from last week, Do you have Contacts or Connections? I would like to offer the following tangible ways to deepen the strengths of your network:

Build quality relationships: Take the time necessary to deepen the relationships between you and your referral sources. I know we are all pressed for time; but in order to deepen your networking relationships, you must make the time to go beyond the normal business interactions with those from whom you want to be able to ask for support in the future. Invite them to appropriate social functions, backyard barbecues, and sporting events. Get to know these key people outside of the business environment whenever possible. The more of a friendship you can count between you, the more expectations you can both have from each other's networking efforts.

Think about where to network that can build deep roots: There are the tried and true places to network, such as referral groups, networking mixers, social events, and online networks. Remember however, it is not enough to just show up; you must establish credibility with people before you can expect them to help you in some way. When someone tries to hurry the process they tend to hurt relationships not build their business.

Change your focus from "what's in it for me?" to "what can I offer you?": This is perhaps the most powerful technique for deepening AND widening your networks. When building a deep network, do the things you can to bring business and contacts to your networking partners. Share pertinent information with them; invite them to business meetings that will position them favorably with others they need to get to know. Keep in mind that you want to get to the point where your networking partners know you always have something to give them. In short, do what it takes to "earn" the help you might need to ask for down the road. Powerful networkers live by the philosophy of "Givers Gain."

When deepening your network, you want to focus on giving to your referral sources. It's that tried and true analogy of farming versus hunting when building a business through word of mouth. Give your time, give your knowledge, and give what your referral sources need to succeed. As you develop stronger networking skills, it's better to put on the farmer's overalls and cultivate the connections you need to be able to call in support for programs and products you want to promote.

We all know that the best time to plant an oak tree was 25 years ago however, the next best time is right now! It's never too late to change your focus and develop business relationships with very deep roots, as well as far-reaching breadth.

Written by Glenn Kirkwood & Dr Ivan Misner

The greatest definition for concentration I ever heard is, "Wherever you are, be there! - Jim Rohn