The Value Of Excellent Personal Contacts
So, people do business with other people. If those who you want to be remembered by recollect you favourably the next time you meet, the possible rewards are endless.Building relationships requires time, commitment and effort. You need to be focused, self-disciplined and have patience. When people like you, they will probably want to do business with you, it’s as simple as that. It’s all about persuasion and has nothing to do with selling.
R For Relationships
Let’s look at some R words.
Relationships. Why build them? Two reasons: because it’s practical and profitable. The most successful people are the best connected.
Recognition. Creating impact is essential when you meet people. Never underestimate the power of first impressions.
Recall. If someone can recall you easily, you’ve (hopefully) made a favourable impression when you were first introduced.
Reaction. One of the things you are hoping for is a positive reaction when you encounter someone again.
Respect. Aim to gain their trust. The ability to cooperate with and assist others is vital. You will then earn respect. Don’t forget to show it to others in return.
Responsibility. You should take responsibility for your business relationships. That will keep you in control of your personal network. It’s worth a lot to you – don’t let others mess it up.
Your Own Network
Everyone has their own group of personal contacts – their unique network. How many people are in yours? Do you value it? How do you use it?
Some ways it can be used include:
- as a research aid, for information gathering
- as a link to new clients or markets
- to advance your career by seeking influential people.
Whatever its purpose, it’s a powerful resource.
How To Start
The way to build brilliant business connections is a three-part process:
- First, you network to make connections.
- Second, you use the connections to build relationships.
- Third, your relationships used wisely, bring rewards.
A List Of Positives
List of positives which can be achieved:
- When you harness the power of personal connections, you will appear to advantage within, as well as outside, your organisation.
- You can chart the success of your own goals and objectives.
- One of the many bonuses is meeting like-minded people.
- Most people have a network of around 250 contacts – and within that there are perhaps 25 individuals whom they know really well.
- You can develop the network you most want, and identify those with whom you wish to build rapport. It is infinitely flexible and adaptable. Your objectives may alter as you go along, but you can change the links and paths to achieve your plans. You can focus on success in both business and career development.
Success = Measurable Results
There are two important things to remember:
- Internal relationships. The purpose of building good relationships within your company is to be well informed. This saves valuable time and increases productivity. You also pick up on internal politics and are able to maximise opportunities that come your way.
- External relationships. Externally, you will have valuable contacts who act as referrers, bridges, sources, links and influencers to help you achieve your personal goals.
Some Winning Examples
Here are some case studies of companies that invested time and effort in building the right connections.
Rapport
Here is a mnemonic to help build business connections:
Rapport-building requires the development of a genuine interest in other people. This gives you great advantages over those who don’t nurture professional relationships. It involves getting to know people and introducing them to others.
Quality V Quantity
If you look at the whole process of developing brilliant business connections, it is rather like a treasure hunt. You never know who you will meet or what you may find out. It can produce the most amazing results.
For years I’ve been focusing on people rather than tasks, and I’ve had a number of extraordinary coincidences, lucky breaks and phenomenally successful connections. Some of these are used later to illustrate what can happen when you least expect it.
You may need to adopt new habits and move outside your comfort zone from time to time. Remember, when you ask for help from people, always offer assistance in return. Saying ‘thank you’ costs nothing and gains you so much.