Relationships are the backbone of business success. Rob Thomas has proven that who you don’t know is costing you. In his book, Who Do You NEED to Meet, Rob Thomas unlocks the secrets of his Rob Thomas Method™ (RTM™) of networking to provide readers with an easy, logical, systematic and actionable process for efficient, successful networking. Get your copy TODAY!
If you have been out networking, if you have a LinkedIn account, if you have a stack of business cards, then you have the beginnings of a network. Here is how you organize those contacts to begin to define your true network, one that will put you on the path to more effective business relationships and a more profitable business.
Sort your contacts into these groups:
- Friends and family
- Trusted advisors
- People you met or are connected to on LinkedIn but don’t really know
- People you met or are connected to on LinkedIn and know
Understand each category:
Friends and Family:
If not a family business, most people find that mixing family and business isn’t a good idea. For now, I suggest you put that category of contacts aside. After you learn my entire process, you may choose to include them.
Including or excluding co-workers will depend on your situation. If you are a non-sales corporate employee, networking with your co-workers can be important. I offer more information on why in my book. If you are in the sales department of your organization, your sales co-workers are likely in competition with you. If that is the case, it is best to leave them out.
A trusted advisor can also be a mentor. Regardless, he or she offers guidance and advice. The relationship functions on mutual respect and trust. We don’t sell to them and they don’t sell to us.
If you have vendors, you may have the potential to enjoy mutual benefits from those relationships. You will evaluate them in the next step.
People You Met or Connected to on LinkedIn but Don’t Really Know
This group can hold real potential for you after the initial phase of networking. If what you are selling is only relevant to your locale, then you will want to note who fits the geography.
People You Know
This is your most valuable group of contacts. Make sure that you have included anyone who has referred business to you.
Choose TOP 20
You probably can see that the contacts you know are your best candidates for inclusion in your Network. Review each one and identify his or her potential value by looking for key elements of the relationship.
Choose 20 of the top people who
- Are likely to help you
- You are most likely to help
- Have referred you, even if it didn’t turn into business Have helped you in the past
- You already trust
- Are new contacts you really connected with
When you have your top 20, go through them again and choose 10 of them. How? The key here is to first look for mutually beneficial relationships. That means those people who you helped who have also helped you.
Congratulations! You have just pared your list of contacts down to your Top 10. The next step is meeting with each person. Start with your top three.
In his book, Who Do You Need to Meet, Rob Thomas unlocks the secrets of his Rob Thomas Method™ (RTM™) of networking to provide readers with an easy, logical, systematic and actionable process for efficient, successful networking.
Some of the ingredients in the RTM™ secret sauce include:
- The #1 Rule in cultivating business relationships
- How to identify your Top 10 business connections
- Why it’s so important to identify who you need to meet
- Why your message matters
- Questions to ask and what their answers tell you
- How to qualify the potential of a new connection
- How to re-evaluate your existing connections
- The most overlooked benefit of LinkedIn
- The importance of the “organic switch”
- The danger in looking for Anybody, Somebody, Everybody
Click HERE to get your hands on a copy today!