It’s not who you know, it’s who will help you that counts.
New networking techniques triple effectiveness
I have tripled the effectiveness of my network in the last week. I have gotten more referrals than I have been able to process. Here are the basics:
Yesterday I wrote about Nebraskan networking. Key points are:
- 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’ll be surprised how this gets people to relax and help you.
- 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.
- 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 your need critical, 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.
- 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 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:
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.
One of my top clients is looking to expand its sales channel by hiring three people:
an Employee Benefits/Health Insurance Producer in Harrisburg, PA;
a Property and Casualty Insurance Producer in the Harrisburg area;
and a P&C Producer in north Philadelphia.
Sales opportunities are “teed up” for these producers by telemarketers and rainmakers.
P&C producers at the company over 3 years are all earning in excess of $200,000 per year. EB are all well over $100,000/yr. Base salary, benefits, etc. like you would expect.
Can you get this request closer to the right person?
I sure appreciate your help.
That’s a simple letter and has been extremely effective. You can create one as effective for your urgent need.
Something To Do Today
Figure out how to follow the 4 steps above and ask for help to get closer to someone who can help you.
Next: Who do you work for?