Networking - a full time activity

Successful people stay in touch. They stay in touch not just with people who can do things for them, but also with people who they can do things for and with people who are just nice to know. Networking shouldn’t be something you do when you want something, but also when you are in a position to give something

Some people are natural networkers, but most of us require some sort of program, a “Christmas card list” for the rest of the year. A useful approach is to start with a blank spread sheet and develop an “A” “B” “C” list of contacts. The first fifteen lines are your “A” list of individuals who are important to you, who you think of often, probably weekly, and hopefully think of you. Your biggest clients will be on this “A” list, perhaps your best friend but so will your mother. (Should we not call our mothers once a week?) Your “A” list are your key contacts, and should take a fair amount of time. Do not be tempted to expand this list beyond 12-15. If you give your “A” list the attention they deserve, you simply do not have time for more than a dozen or so.

When you’ve filled in the 12 – 15 names, in the next column enter your “contact tactics” – what you intend to do with these contacts. A phone call a week, a visit, an email occasionally lunch. When you don’t have those frequent phone calls, emails, the lunches that the “A’s” become “B’s” or maybe even C’s and then just fade away.
In the next column check off the actual follow-up. Did you phone the contact during the fortnight? Frequent scanning of the list will highlight lapses “Jeez, I haven’t spoken to George in ages. Better give him a ring.” Keep this list in a highly visible space, and you’ll quickly see whom you’ve overlooked.

The next group is your “B” list. Folks you wish to stay in touch with, but perhaps quarterly

Your “C” List is individuals who are not central to your life, who may be candidates to graduate to your “B List” or maybe candidates to demote to a “no list.” You don’t have time to stay lose to these people, perhaps a note annually, or your company newsletter with a handwritten note each issue.

Keeping in touch is not rocket science, it’s just work. Remember, (i) divide your contacts into A, B, C, level contacts and don’t forget Mom. (ii) Assign a tactic plan, such as weekly phone call. (iii) track your contact efforts on the spread sheet (iv) review the names on your ABC list from time to time and keep it dynamic






Contact Strategy
20-Aug
27-Aug
3-Sep
Sept
"A" List





Mother
Phone weekly
a
a
a
a
Client Ted
Phone weekly




Client Mike





Vendor Tom





Vendor Dick





Vendor Harry





Former Boss





Needs my help "A"
Lunch monthly
s



Needs my help "B"





Nice to Know1





Nice to Know2











"B List"





College Roomate























"C List"