Networking Success Innovative and Common Sense ideas to help your networking skills. Presented by Nancy Roebke. Nancy is the Executive Director of Profnet Inc, a professional business leads generation corporation that brings business professionals together in a non-competitive environment to help each other make more money. Profnet mailto:execdirector@profnet.org

Developing a Contact List

One of the most essential things to successful networking is your Contact List. When you start a business, developing one is the first step in promoting and marketing your company. Or to help you find capital. As you write your business plan, it is helpful to make this list to start to develop an idea of who your contact base will be.

The first source of contacts would your family and current friends and acquaintances. Depending on your product or service, these people may actually become your clients, as well as being family and friends! When making this list, it is important to write down everyone you know- EVERYONE! Not necessarily because they will become your customer, but in Part Two of this article, we will discuss how these people will LEAD you to additional contacts.

The following is called a MEMORY JOGGER. It is used to...you guessed it...JOG YOUR MEMORY! You may find it helpful to save this list to a file, and print it out to work on over a period of time. Write down everyone- not just the ones who you think would be contacts.

Memory Jogger List
RELATIVES
Parents
Grandparents
Sister
Brother
Uncle
Cousin
WHO IS MY:
Milkman
Mailman
Paperboy (Parents)
Dentist
Minister
WHO SOLD ME MY:
House
Car/Tires
T.V./Stereo
Hunting License
Business Clothes

I KNOW SOMEONE WHO IS A:
Nurse
Golf Pro
Student
Fashion Model
Security Guard
Sheriff
Fire Chief
Secretary
Welder
Music Teacher
Art Instructor
Seamstress
Carpenter
Pilot/Stewardess
Bus Driver
Bank Teller
Garage Mechanic
Editor
Lab Technician
Printer
Restaurant Owner
Office Manager
Surgeon
Librarian
Real Estate Agent
Interior Decorator
Lifeguard
Fisherman
Waitress
Notary Public
Antique Dealer
Contractor
Chiropractor
Electrician
Motel Owner
Dietitian

I KNOW SOMEONE THAT:
Lives Next Door
Is my Barber/Hairdresser
Teaches My Kids
Was my Best Man
Was My Maid of Honor
Was my Photographer
Is My Baby-sitter
Was My Navy Buddy
Goes Bowling with Me
Is my Former Boss
Was My Teacher
Repaired My TV
Teaches Ceramics
Was in my Car Pool
Cuts My Grass
Painted My House
Owns My Apartment
Is in Rotary, Lions
Is in My Book Club
Dry Cleans My Clothes
Hung My Wallpaper
Sells Me Gasoline
Delivers Parcels & Packages
Sells Ice Cream

This short list will provide you with about 100 contact names- a great start for any business.

We have spoken about how to come up with a list of persons you currently know. Although everyone on that list will not necessarily become a source for business revenue, everyone can lead you to those sources. In this section, we will talk about how to get referrals from all of the people on your contact list and what to do once you have those referrals.

Most people will not feel comfortable giving you referrals until they know how you intend to handle these contacts. No one wants to refer you someone that you are too aggressive with, that you take advantage of, or for what ever reason, that you make them look bad in front of. The following is an excellent approach to use that is not only non-threatening for the referred person , but does not embarrass the person giving the referral.

1. Determine who your best contact would be. For illustrative purposes, let's say your greatest potential investors are found through bankers.

2. Ask everyone on your MEMORY JOGGER list for a referral to a banker.

3. Tell everyone who you ask for a referral from, that you will be using these referrals to seek advice on how you might best satisfy the requirements of their potential investors. Make it clear that you will not be asking for money from these referrals.

4. Write THANK YOUs to all persons who provided you with a referral. Ask that they keep you in mind in the future, should they have contact with other bankers.

5. Contact the referrals you receive and make an appointment for that advice- making sure that you are clear about your intent- to get advice, not ask for anything more. Also make it clear that you will only need a brief period of time- let's say ten minutes.

6. At this appointment, be prepared with survey-type questions to ask. These questions should be geared toward finding the viability of funding for your product or service. This need can be of a general or specific nature- you are seeking information here.

7. Once at the appointment, conduct yourself professionally. Dress appropriately. Upon completion of the interview, ask for a referral of someone else you might be able to seek advice from.

8. Write a THANK YOU note to the person you had the interview with. Thank them for their time and help with the advice they gave you. Thank them for their referral.

9. Contact their referral.Make an appointment with them, using the name of the person who gave you the referral and making your intentions clear.

10. Repeat the above process.

This approach will open many doors for you. It is non-threatening and low-keyed. The information you garnish will be useful in helping you tailor your products and services, and your business plan to meet the requirements of potential investors. It will also encourage members of your MEMORY JOGGER list to refer more possible sources your way, once they see how you handle the first referrals they send your way.

Nancy Roebke, is the Executive Director of Profnet Inc, a professional business leads generation corporation. We bring business professionals together in a non-competitive environment to help each other make more money. Profnet

Copyright c 1998 Nancy Roebke

Nancy Roebke, e-Mail Execdirector@Profnet.Org -

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