New Networking Techniques

It’s not who you know, it’s who will help you that counts.

I tripled the effectiveness of my networking.  At times I have gotten more referrals than I have been able to process.  Here are the basics:

Yesterday I blogged about Nebraskan networking.  Key points are:

1. Ask the right question

Always ask:  Who do you know that can get me closer to the individual I need to talk to?

People want to help.  This is a non-threatening way to give help without being 100% correct. You will be surprised how this gets people to relax and help you.

2. You get more help from higher income people

Ask for help from people above the level you are working at.  Managers, experts, directors and CEO’s use networking every day.  They know the importance of sharing help. Often they will do much more for you than you ever expected.

3. A driving purpose or important result is necessary

In the Milgram study an extremely impressive document was being sent.  The perceived importance made people want to help.  Carefully script your request.  Make sure your need is important for others to help with and non-threatening.  Make sure they know that the next person in their network chain will feel honored to help.

4. Give people a way to report back

Make sure the person you ask for help has a way to tell you how they helped.  Send them an email with your thanks after you make the request.

Here=s an example of an email I have sent that got me more help than I have been able to keep up with:

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Subject: I need your help …

I need your assistance.  I know you’re not geographically placed right for all these, but you know people.

If you don’t know of someone you can refer to me, would you pass this on to a friend, colleague or associate whom you consider to be closer to this person? Then they can open the door of opportunity for the right person.

Two of my top clients are looking to expand their sales channel by hiring three people:

a long term care software and services salesperson out of Harrisburg, PA;

a hospital CE salesperson in the western PA/Ohio/western NY area;

and a computer services salesperson in Philadelphia.

Sales opportunities are “teed up” for these salespeople by a great reputation and a strong list of well known clients. These salespeople can expect to be earning over $100,000 a year by the end of the second year.  Base salary, benefits, etc. are what you would expect.

Can you get this request closer to the right person?

I sure appreciate your help.

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That is a simple letter and has been extremely effective.  You can create one as effective for your urgent need.

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