Target network

Paul Johnstone ©

Is your Network targeted or do you miss Gold?

If your aim is off target, you are not on your own. So many people have not been able to maximise their networking

People join groups and assume they have networking relationships with the other members. But they generally don't. Here's a fresh look at the types of networking relationships you may develop. Once you know what kind of relationship you have with someone, then the next steps to develop the relationship become obvious.

It helps to imagine your network as a bulls-eye target and just like archers, on your target each concentric circle representing a different networking relationship:

Accidents
Accidents are outside the target. You're on a train in seat 7B. Next to you, in 8B, is an Accident. An Accident is a person you'll probably never see again, unless you make it happen: exchange contact information and get back in touch. In one study, 27 percent of people developed a relationship with someone they met on an airplane or train. But it's not the best strategy to rely on meeting people by accident.

Acquaintances
The white outermost circle, think for a moment about the word Acquaintance. An Acquaintance is a person you could find again if you had to because you know someone in common. Think of the architect you met at the Chamber event you went to in December. You won't run into him in your normal business activities. Think about and involve your Acquaintances when you want to broaden your network. Cultivating an Acquaintance will bring you in touch with people whom you don't normally have contact.

Associates
Inside the black ring, next circle, imagine the word Associate. An Associate is a person is probably a member of your networking group. In other words you will meet them regularly..

Convention tells us you need 7 ‘touches’ to start to be meaningful, and develop the trust based relationship that drives business your way. Associates, meet time and again, are the easiest contacts to develop. Now the biggest error networkers make is Not To Develop these relationships. This means ou will remain only co-members of a group. You won't act as resources for each other.

Actors
Into the blue ring now. Once you have acted by exchanging something of value—a tip, a resource, some information—you convert Associates into Actors. Actors are people with whom you are actively trading. When you give first, you plug into the basis for strong networking relationships: The Reciprocity Principle. It goes like this. If you give somebody something, he will try to give you something back. Two-way swaps are the meat and potatoes of networking.

Advocates
Close to the centre now we are in the Red Ring: There are ways to make relationships even more relevant. When that happens, you and your contact will be able to help each other even more. Advocates know you so well and trust you so completely that, they look for opportunities for you. Because you've taught them so much about yourself, they'll unhesitatingly advocate your services and products. They are one of your unpaid sales people, and they do it because they feel good doing something for a colleague.

Allies
Finally, the gold target at the centre circle, you'll have a few Allies. Allies are on your personal board of directors. They know where you're headed and will do all they can to help you reach your goals. They will actually seek out opportunities for you. And you'll do the same for them. They'll celebrate with you when things go well, as well as commiserate with you—and even tell you the truth—when things go wrong.

Take a little time to think about your networking contacts. Draw the bulls-eye and decide who is in the White, Black Blue Read and Gold. . Then you'll be able to determine what your next step could be with each person. If you want to move from Actor to Advocate with a contact, for example, tell stories so your contact will be able to describe your capabilities to others. Ask for stories from your contact so you can reciprocate.

Using this model will help you create a fully developed network and help you make networking an art, not an accident.


Helping Real people do Real Business through Real Networking