Lesson #2 - Developing Your Professional Network

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In lesson #1 we discussed how to identify your goals, and how to set daily action plans to achieve those goals. In this lesson, we get to begin work on a key element in achieving your objectives; developing your professional network. This critical aspect of developing your overall plan will be the single, most important step for propelling you in the right direction and helping you get to your goals exponentially faster than trying to achieve it on your own.

This process will take diligent effort and work, but can be both the most exciting aspect of working towards your goals and the most rewarding. When you come into contact with an individual or company with similar interests that understand what you are trying to achieve, and are willing to contribute activity towards helping you do so, it automatically increases your motivation and drives newfound excitement behind your project, thus intrinsically driving you forward. The question I'm sure you have here is, "How do I contact the right company, people, or person to help me?" The beauty of that answer is very straight-forward. Simply review your goals from lesson #1, and then do the following.

1. Gather a few resources to pull contact information from for you to make your first contact. This can be your local phone book, a newspaper, the internet, established businesses around the corner, church friends, colleagues, etc.

2. Match your goals to potential contacts from those resources that you think may have similar interests, or experience in the field you are trying to operate. Don't concern yourself with whether they are a "perfect fit" at this point. After you make initial contact, you will know if/how that particular contact will fit into your plans.

3. Write those contacts down prioritizing them in order from what you deem to be the most important contacts down to the least important. Remember, you may only have 2 or 3 contacts to begin with, especially if you are new to this process. It is NEVER the quantity as in most cases, but the true QUALITY of the contacts you make.

4. Beside each of those contacts, decide how you will reach out to them, and write down beside each one when you are going to make the first contact, and how you are going to do so. Personally, I have always found easier to meet with someone in person versus having a full meeting on the telephone. This does not mean you cannot call to set up that appointment first. Also, PLEASE make a point of contacting them SOONER rather than LATER as we know procrastination can kick in, and it is quite possible you will NEVER take this critical step in the process.

5. MAKE CONTACT!! Go ahead and set up that first meeting with your prospective new network member. Ask for 15-30 minutes to sit down with them to share your goals. If they are willing to give you more time during that meeting, then enjoy that benefit of extra time and use it wisely.

6. Prepare a quick summary of what you are working on to share at your first meeting. Do NOT write a diatribe here. The people that agree to meet with you have their responsibilities and goals they are trying to accomplish, and they are working on limited time as well.

7. Write a few important questions after your summary of what you want to ask. Be VERY specific. Find out if they have an interest in your project and if they are willing to help you in some capacity. This can mean financial backing, providing advice in certain areas of your project, or even allowing you to utilize some office space once/month to work on your project. Remember, it is your goal to add people to your network that will help you move towards your ultimate goal you defined in Lesson #1. Also, you need to bring some sort of value to them as well. This can mean a shared stake in your company if they are willing to back you financially, or something as small as a progress letter you will give to them as you achieve certain mile markers in your endeavor.

8. Meet with your contact. Evaluate how it went, and make the decision whether or not you will add them to your network.

9. Follow up the meeting with an email thanking them for their time. If the meeting went extremely well, and they are helping you in a big way, send a small gift to the person. Remember to STAY IN CONTACT with this person regardless of the meeting outcome. You never know when you may want to visit with them again in the future, or even better, when they may need you again.

Congratulations! You now understand some very basic steps in developing a professional network that will help you achieve your goals. Once you have started this process, it is important to decide how you will stay in contact with the people you choose to keep in your network. You can do this with computer software or a "little black book." It doesn't really matter as long as you make a point to contact these people on a regular basis. "Regular" does not have to be daily, but can be monthly, quarterly or annually depending on your need. The important thing to do is to perpetually cultivate your network over time. Your network will continue to grow, and the opportunities that arise from these simple steps will astound you.

In my next lesson, I will discuss developing your personal network. I have developed some of the most interesting contacts from this simple strategy. These contacts can be just as important, and in a lot of cases even more important than the contacts you made purposely. I will discuss the reasons why in Lesson #3. Until then...