Networking is EVERYTHING

Five Networking Rules

1. Names. Include friends, members of your clubs or organizations, and professionals in your everyday life, such as your doctor, dentist and gardener. You’ll be amazed at how quickly your list will grow. You will find names to add almost every day. NOTE: When reading your newspaper or trade magazine, and you see that one of your network names, or a member of their family, was given an award or a special honor, send a congratulatory letter. You’ll be one of the very few to do so, and you will have recemented your network with them.

2. Tools. A Rolodex[R] file is a must for organizing contacts. Filofax[R] organizers also are useful. Other more high-tech tools include PDAs (personal digital assistants) and Palm Pilots. You also may simply keep a database stored in your computer. This should be updated at least every month, or when you have a hundred or more names.

3. Back up. Make sure you have a disk copy of the names, in case your computer crashes and you can’t recover your valuable contacts.

4. Calling cards. English and French aristocrats first began exchanging calling cards during the 18th century when making social visits, or they would leave them behind when no one was home. In Japan, the exchange of business cards, known as “meishi,” happens after a person meets someone, hands over their card and bows. The receiver takes a few moments to read the card and then returns the bow. “Meishi” etiquette requires that you always have an ample supply of cards because it is inexcusable to run out. And so it should be for you, too. Always be sure to bring a large supply when you attend a meeting or convention. Leave the backs of the cards blank so that you can write personal messages when giving out your cards. And when you receive a card from someone at a meeting or convention, write a note to yourself on the back of the card reminding you of who they are and what, if anything, you promised to send them, when you return home, send each person a thank you note.

5. Review your names. Every couple of years go back and go through your network list. If you haven’t called or contacted certain names in that time, don’t throw the name away. Instead, place them in a separate “inactive” file in case the time comes when you suddenly need that person for information. There are, however, those folks who just keep adding to their list. Harvey MacKay, author of “Swim with the Sharks Without Being Eaten Alive,” says “Rolodex” is the most important word in our language. The 6,500 names in McKay’s files are responsible for much of his success in business.

A final note from author (“In Search of Excellence”) and marketing guru, Tom Peters: If you’re not devoting the bulk of your marketing effort, dollars and energies to activating a word-of-mouth network, and equipping and encouraging every employee to be a conscientious network developer, then “you may be turning your back on your highest-leverage, market-development activity.”