With a little effort you can establish a network of business contacts
who will supply you with business leads. But it's definitely a give
and take relationship. Don't be afraid to refer your customers to other
businesses when someone else is better equipped to provide a needed
product or service. You'll likely get a lead or two in return.
In her article below, Jennifer Erix explains how to establish and
foster networking relationships that work.
What every WAHM Should Know about Networking and Contacts
By: Jennifer Erix
It's not Who You Know, it's How You Treat Them!
If we took a random survey of work at home moms andasked them to
tell us how many people they have in their little rolodex, we are
sure they would tell us, "Tons!" However, what have they
done for those contacts lately, to foster those relationships? When
we meet other entrepreneurs, we are networking. When we create professional
relationships with these people, we are creating potential leads for
ourselves. Here is what every WAHM needs to know about the hows and
whys to fostering professional networking relationships.
Do Unto Others . . .
People will remember you, trust you and more importantly think of
you when they know of leads, if you do the same for them. If you find
an opportunity for one of your contacts, send the business their way.
If one of your customers mentions a need that one of your contacts
could better handle, mention your contact's name and offer a recommendation
to your customer. It may sound like you are giving away business,
but you are actually building more business. Not only will your customer
trust you as someone who has their best interests at heart above profits,
your networking friend will never forget, that you sent them customers,
either!
Take Notes!
You will need to keep a lot of things organized. Hop onto Excel and
make a chart. Or you could simply have a shoebox full of post-it notes
with scribbles. Whichever way works for you best, take notes. Keep
a record of what the job involved, why you felt you would not be the
best fit for your customer, who you referred them to and if you received
any thanks from the customer or your contact who received to business.
This is a great way to make sure you spread your attentions evenly
among all of your contacts. Mark the dates that you sent business
to your contacts as well as the dates of all e-mails, phone calls
and written letters that you make with your networking friends. Also,
compare this with how soon you hear back from them.
Don't be a Stalker!
If you are not receiving reciprocal calls and business, perhaps this
is a one-sided relationship. Call once to casually ask how they are
doing. If all seems fine, then perhaps it is time to stop feeding
this contact. However, you may find that one person is having troubles
that they are willing to talk about. Offer your assistance, but do
not hover over them. Also, do not let their problems become your problems.
Keep a semi-professional distance from your contacts.
Let's do Lunch!
You do not have to be a professional group to have a networking lunch
with s few contacts. Just make a simple lunch date at a central location
and ask a few people on your networking list. Ask them to invite someone
they know and this will help to bring in new contacts for your networking
list. Bring your business cards. Make notes on the back of each card
you receive about the person you met. And start sending business their
way!
Manufacture Time!
Make time to make money. Set aside one whole hour in your workweek
for fostering networking relationships. This does not mean you need
to spend one hour out of everyday for this, just a cumulative hour
within each week. Perhaps the hour before or after lunch, you always
send at least one e-mail to at least one contact with industry related
questions or information.
Fostering networking relationships can be a lot of work. But treating
people with respect and taking time to manage those contacts can translate
into more business for you!
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Jennifer Erix is a freelance writer and WAHM in Houston, Texas.
