Dr. Stanley's book (discussed in our previous post) also goes on to spell out "12 Networking Rules" that should also be applied to your networking activities.
Rule 1: Identify those professionals who already have an influence network composed of the types of people that you want as clients.
- In other words, be targeted in your networking.
Rule 2: Align yourself with those who will actually make you part of their influence network.
- Don't waste time on people who, for whatever reason, are not going to be willing network partners. There are always plenty of other opportunities for you.
Rule 3: Be willing and able to contribute to the network.
- Participation is the quickest route to favorable interactions new network partners. Participation is the key to starting, building and maintaining relationships.
Rule 4: Be patient and have a long-term view of the benefits of creating an influence network.
- You'll need to achieve a critical mass of the key relationship elements (i.e. credibility, confidence and trust) before you can do business with people. You can shorten the time it takes through increased interaction, but you can't skip the elements.
Rule 5: Spend more time with key centers of influence than you do with your peers, colleagues, and competitors.
- Your key centers of influence are major network nodes who have many other connections. Close relationships with key influencers can lead to many favorable introductions. Close relationships with other agents and peers won't lead to much business. So spend your time wisely.
Rule 6: Solicit business on behalf of the members of your influence network.
- As your network grows you will be able to see ways to help members of your network by introducing them to each other.
Rule 7: Act as an intelligence officer and publicist for the members of your influence network.
- Building a reputation as a primary information resource will help keep your phone ringing; and those conversations will, many times, lead to business.
Rule 8: Entertain network members.
- Everybody likes to have fun, and they like those who frequently bring it to them.
Rule 9: Interface with several centers of influence.
- Never put all of your eggs in only one basket.
Rule 10: Endorse only those who are qualified to provide the core product or service.
- This is where you need to be careful. Your endorsements will reflect on you, both positively and negatively. Take extra care to ensure you keep the balance on the positive side.
Rule 11: Network for higher causes.
- Higher causes frequently have extensive networks of their own. They draw many high quality, high caliber people. Participation in these causes will help you start, build and maintain many valuable new relationships.
Rule 12: Recruit, recruit, recruit new members to your influence network.
How to Network In Other Situations
So let's see how we can apply these concepts of the "8 Faces of Networking" and the "12 Networking Rules" in a more targeted, yet free form, way.
For example, let's say you target an established network in your community like your local Chamber of Commerce. Within your Chamber there are likely to be sub-networks or committees that focus on a variety of issues like:
- Recruiting new members
- Meeting and greeting new members
- Hosting monthly mixers
- Local education matters
- Special events
- Economic development
- Land use
- Human resources
While keeping the "8 Faces" and "12 Rules" in mind ask yourself:
- Which committees can put me in touch with the greatest number of the kind of people I want in my network?
- Which committee members are connected to other networks of interest to me?
- Which committees will afford me the greatest opportunities to demonstrate my "8 faces"?
- Which committees will be the easiest for me to create the most value?
- Which committees will accept me the easiest?
- Which committees can I make the most significant commitment to?
Answer these questions and you'll see that some committees will be much more productive for you than others. Compare the Chamber to other established networks in your community and you may find there are better networks for you than the Chamber. Or, you may even conclude that there is a significant need for a specialized network doesn't exist yet; so you'll start building it yourself.
The good news is that the concept of the "12 Networking Rules", like the "8 Networking Faces", can be used to great advantage in all online and offline networks.
Let's discuss.
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