Networking is the business development process of: 

• Growing long-term relationships and contacts.

• Positioning yourself with people.

• Broadcasting what you do AND what you need.

• Educating the consumer.

• Getting leads and opportunities for business growth.

• Investing in yourself and others.

• Getting known as a problem - solver.

Business trends predict that new business in the twenty-first century will be precious and scarce and that relationship selling based on relationship building will be the way to go to get new business.  Successful networking trends tell us that positioning

yourself in the marketplace is also very important. How does the marketplace think of you? What problems and concerns does it need to experience in order to contact you? What is the marketplace you need for business development?

Cutting-edge networkers rely on their formal networks (organizations, associations, business and professional groups, committee work, etc.) as well as their informal networks (gym, family, friends, golf outings, charity work, waiting in line, etc.) Cutting-edge networkers have progressed to the higher levels of networking efforts in their relationship building plans, and are aware of today’s challenges to doing business. 

Know the sources for new business.

• Existing Clients/Customers - Relationships with clients, users, customers, buyers will need to be nurtured in order to upgrade or cross sell as well as to build a lead referral base. How are you positioning yourself with your clients/customers?

• Satisfied Customers/Clients Of Competitors - The art of gradually exposing yourself to people, i.e., positioning yourself with greater visibility in the marketplace, is a requisite.  Do the users of your competitors know who you are?  Many-end-users (in a variety of industries), who change vendors, report that they were satisfied with their previous vendors. So, why change? Things happen such as: mergers, acquisitions, personnel changes, emergencies. “we didn’t know that our vendor does this; we only thought of you... “, unforeseen circumstances, etc.  How are you positioning yourself within the general marketplace, including satisfied users of your competitors?

• Untapped Markets - These markets are sought after by you and your competitors. If you and your competitors are saying the same things about excellent service, products, people, at fair market values - THEN how will the end-user choose?  People connections and impressions, i.e., relationships, will make the difference. How are you positioning yourself within these new, untapped markets?

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