Return on Relationships - What’s Networking Worth?
ROR - “Return On Relationships is about maximising your Reputation in the Marketplace through the effective use of your network of contacts - and vice versa. It’s about building a network of people you Like, Trust and Respect, who will advocate you - and you them.” Writes Mr. Murray on his blog
Here is a few more good tips from Return on Relationships:
ROR as a Sales Tool
making yourself memorable – helping people to remember who you are and what you do….. if you want them to help you, you have to help them(!) and the first step is being memorable……Let’s face it, if I can’t remember who you are and what you do, how am I ever going to recommend you? Even worse, if you tried a hard-sell on me, even if I remember the horrible experience, why would I recommend you anyway……?
ROR – The Essential Elements for Success
1. A clear personal proposition
It’s important that people you meet and network with, both face-2-face and online “get you” – understand who you are and what you stand for. This is basically your Personal Brand.
2. A clear value proposition
If people are going to recommend you, they obviously need to understand what you do, what you’re good at.
3. Invest Your Time Wisely
“Like, Trust and Respect”, it’s critical that you invest your time with people who fulfil these criteria and, if your network’s any good, there should be a steady stream of new people being introduced to you by others who already meet the “standards”.
4. Make the effort with everyone you meet
In the same way you are always improving your own messages and your network, take the time to do the same for others – help them with their propositions and share your experiences to ensure that they remember you and feel they gained value from your time.
5. Invest time in maintaining your network
Updating, refreshing, cleansing and contacting your network should be something you actually spend time on and schedule into your diary on a regular basis. Remember that your network can become the vehicle that carries you throughout your career – like any vehicle, the better you look after it, the more reliably it will serve you.
6. Your network is your Route to Market
You should never consider your network to be your market, it is your route to market – never try to sell to your network……. If you explain what you do and someone wants to buy, that’s different! But don’t SELL! You are unlikely to make an advocate of someone you have “pitched” and lost.
7. Network internally as well as externally
Networking is just as important inside your organisation as it is outside, whether you’re an employee, contractor or consultant. Take the time to build strong relationships and to assist people whenever you can. The better people understand what you do (and you, them) the more effective and valuable you will be within that organisation.
I can recommend spending some time reading Rory Murray’s blog, he has a lot of good networking Need to Know advice.