Bridge To Networking

SalesManUp

Bridge To Networking

We build too many walls and not enough bridges.
- Isaac Newton


One of the challenges in networking is everybody thinks it’s making cold calls to strangers. Actually, it’s the people who already have a strong trust relationships with you, who know you’re dedicated, smart, a team player, who can help you. -  Reid Hoffman

Who hasn't ever “burned a bridge” and later regretted it ? No matter how big or sophisticated a business is, true success is all about people and relationships. If we leave a company and  figuratively ( or literally) slam the door on our way out, we have just burned a bridge that we may need to cross again . This is never a healthy thing- for our consciences or future opportunities. Whether we are the CEO of a prominent architectural firm or a junior sales rep starting in a brand new market, relationships Rule ! What we know is vitally important, but WHO we know could determine our survival and success .

From my own experience, I have witnessed the power of relationships over the years, as I have transitioned into various sales positions with several great companies . I have made the effort to maintain a friendly channel of communication with every company I have served. Some of the managers and former teammates in sales have become my closest friends and allies . They have been my endorsers, counselors, and fellow soldiers in the sales fight. Many have given me strong customer leads, fed me project information, and personally walked me into client meetings with warm introductions. If we choose to be kind and forgiving, then kindness and grace comes back to us; but if we elect to be spiteful and vindictive, guess what eventually boomerangs back to us ?

Along this vein, years ago, when I stepped into a new sales role that expanded into a market where I virtually knew no one; I reached out to a vendor contact who was the spouse of a former colleague. He was entrenched in this market, and knew all of the people that I wanted to know. Buying breakfast for him was a small price to pay, compared to the education that he gave me on this market. I took fastidious notes, as he not only provided me with the names of companies, but specific contacts within those companies along with emails and phone numbers. It would’ve taken me months to ferret out the information that I was able to garner over one Cracker Barrel meal.  I was even permitted to use my friend’s name as a reference when calling on these new contacts, which made my introduction much warmer. If I had burned that bridge with my former company, I would've missed out on this meeting, which set my business on a fasttrack like Hans Solo moving into hyperspace !

Who do you know ? Some researchers state that all humans on earth are connected by only six degrees of separation. ( see https://www.sciencealert.com/are-we-all-really-connected-by-just-six-degrees-of-separation) If that is the case, then someone you know, is already connected to someone you want to know ; and you know people that other people want to know. The only thing missing is an Outlook reminder for a meeting with a friend, and a cup of coffee or chai tea. We have to make sure that networking is a healthy win/win proposition. If we are proactive in sharing quality information with other business professionals that we trust, then a harvest of opportunity will show up on our doorsteps. I can attest to that. Keep those bridges open for business!

Networking is an essential part of building wealth. - Armstrong Williams