Are you engaging in 1, 2 or 3-dimensional networking?
- Are you only reaching out to others you are likely to do business with?
- This sounds like a sensible approach – but how well does it actually work in practice?
- How often do you meet for coffee (with a great prospect), and although you develop a great rapport, nothing comes from it?
- Usually, you agree that no business can be immediately transacted
- So, you also agree you will each lookout for good prospects for each other
- However, after 4 more coffee meetings that week you can hardly remember the first person!
- And very occasionally, the other person does actually refer you (but not advocate for you) or you refer them.
- You are not meeting regularly so there is little chance to build a Know-Like-Trust relationship with the other person – right?
- Sound familiar?
- Hard slog?
- Are you proactively expanding your Know-Like-Trust relationships?
- In effect, this means meeting people (you don’t know very well (or at all) and working out how to build trust by regularly meeting with them and adding value to them.
- What is your way of doing this at the moment? Is it taking too much time?
- Are you bringing those people into an environment which encourages them to do the same – or are you the only one beating that drum?
- Are you systematically, interacting with others who also building 2-dimensional networks so that you can advocate for people in your network to people in their network?