This cycle of thought and activity is the heart of building successful business networking skills with the Contacts Count approach. It is continuous, helping you constantly evaluate and adjust your networking strategies. The activities in each phase are further explained in the book Make Your Contacts Count. (Be sure to see the lists of specific business networking skills below the diagram.)
1. Survey Your Skills and Mindset
Check your mastery of networking skills and strategies
Decide which networking skills to learn next
Clear up misconceptions; clean up your language
Make the most of your personal style – even if you’re shy
Coach yourself and adopt the right attitude for success
Avoid the 10 “turn-offs” of networking
Recognize that networking is a professional competency that can be learned
4. Select Your Settings
Choose the right groups to join
Make the most of memberships, associations, and conferences
Penetrate the "inner circle"
Set up a referral group
Assess your internal network
Map your internal contacts and take the next steps to develop the relationships
Build relationships with key people; increase your visibility
Teach people how to use your expertise, what to count on you for
Shepherd your ideas and initiatives through the system
Develop a “big picture” network that sends you timely information
Use networking to round up talent, uncork bureaucratic bottlenecks, expand your knowledge base, access “inside” information, and gather business intelligence on which to base decisions
Find a job or change careers
2. Set Your Strategy
Deepen and develop relationships through 6 stages
Teach people to trust you and decide if you can trust them
Demonstrate your character and competence
Decide what stage of trust you’re at with key contacts
Be professional (not too pushy, not too passive)
Take the next step to build the relationship
Set goals and manage “choicepoints” strategically
Create a “strategic positioning project” to reach goals
3. Sharpen Your Skills
Master the 3 key moments that initiate every relationship
Remember names -- and make yours memorable
Answer "What do you do?" in a way that shows your character & competence
Steer small talk to uncover resources and opportunities
Join groups of people who are already talking
Make conversations flow
Construct stories to teach people how to use your expertise and make yourself memorable
Listen generously, so you can help others
Ask questions to deepen relationships
End conversations with the future in mind
Re-connect, follow up, and stay in touch
Tune into chemistry, commitment, and commonality
Improve your “reach-back” with contacts you see rarely
