Networking currency
Finding value in all of the people you meet
Increase your value of being an effective networker by knowing good people. Then, you are able to help those you meet and be known as a giver who helps other people grow their business. The networker who connects other people becomes the most valuable person in the room. You want to be the most valuable person in the room. You become that person by helping those around you. You help those around you by surrounding yourself with other valuable people.
In some way, most people you meet can be effective networking partners. When attending networking events and groups, don’t look for clients. Look for people who can help you grow your business and most importantly, can help you show others how to grow their business. Look for people who are either a 1) Center of Influence, 2) Connector or 3) Hidden gem. It’s important to realize what type of person you meet and then work with that person to help each other.
Center of Influence
The Center of Influence (COI) is usually pretty easy to spot. They are people with lots of clients that other people want to meet. Or, they have a large influence over major decisions in a company. Usually, a COI is a specific type of attorney, an accountant or a financial professional (investments, insurance etc). Business owners are huge COI’s and everybody wants to meet them. C level executives (CEO, CFO, COO etc) are also great COI’s. However, since most people want to meet these types of people you can’t just introduce them to everybody you meet. Its important to get to know your COI’s intimately and understand what makes them special and unique. Once you know that and you introduce them to somebody you will be fulfilling a reciprocal need for both people. A COI could be your COI or somebody else’s COI. Either way, they are great people to meet. Of course, you must find out what you need to do to help them and make reciprocal introductions to benefit both professionals.
Connector
Malcom Gladwell describes a connector as someone who knows lots of people. They are the kinds of people who know everyone. All of us know someone like this. But we don’t spend time thinking about the importance of these kinds of people. I’m not even sure that most of us really believe that the kind of person who knows everyone really knows everyone. But they do. These people are great networking partners. You want them on your team and you want to be on their team. It doesn’t matter what their profession is. Connectors are a huge asset to anybody who recognizes their value. They will introduce you to COI’s, other connectors and hidden gems. Always try to help you connectors any way you can.
Hidden Gem
Hidden Gems are people you meet who don’t fall into the first two categories but are unique, interesting and fascinating people. They are great people to know to introduce to others and people love meeting them. For example, I recently met a woman who puts on wine events. I learned that her clients were hedge fund manager, attorneys and investment professionals. I knew she would be a valuable person to know. A short time after, I met an investment manager who told me he wanted to put on a high-end event for his clients and asked me for suggestions. I told him about my new friend who puts on wine events and made the connection that helped both of them. Additionally, I often meet people who work in the “Art World”. These people are appraisers, bankers, financiers and attorneys. It’s a unique world and every time I meet a new person in this field, I immediately have great connections for them.
Think of these types of people the next time you attend any type of event. Find out which category the people you meet fall into or create a new category and let me know what it is. The way you find out is to ask questions and find out what is special and unique about the people you meet. The great part about this “exercise” is that it will encourage you to ask many questions about the people you meet, speak less about yourself thus making you a most interesting networking partner!