No matter how many people you have in your network, it’s doubtful you’re working it as effectively as you can. I’ve developed a plan for working my network, and I gladly share it with you in hopes of helping you be a more-effective networker.
I recommend separating contacts every quarter into 4 numbered piles:
Here’s how I decide who goes in what pile:
80 - 80% will be people you barely know and others who you are unlikely to help, and who are unlikely to help you with what you need. As this is the largest number, it will also be your largest pile. Unless these the folks call me in the next 3 months, they will probably be move to the 0 pile. I try to contact them once in a while myself, but my expectations for anything happening are REALLY low.
Contact frequency: Every 6 months
19 - 19% of your contacts are good folks that you’ll help when you can, and who will help you if they can…if you ask. If you treat these folks right, they could make it into the 1% pile. You may want to send a handwritten note to these folks in hopes of rekindling the spark that was originally in the relationship, which could prompt moving them to the next pile.
Contact frequency: Every 5-7 weeks, or 2-3 touches a quarter.
1 - 1%. These are the best people in your network and are rare, perhaps as low as 1% of your contacts. These are people that help your business in any way they can. They’re the folks you call when you need help, and often, they call you when you need help before you know you need it. Take GREAT care of these folks and try to touch them often. Send them an e-mail, give them a call, leave a voicemail, whatever. Get in front of them!
Contact frequency: Every 3 weeks or more if relevant.
0 - Last is the 0 pile, zero meaning how much energy I recommend spending on these people. These are folks you know, but you haven’t talked to them in over 3 months. You may talk to them in the future, but you’re going to invest 0% of your mind space on them. Life is too busy to waste on the ones who fall into this pile. This pile may grow over time, and you may want to think about an annual email to catch up with them and see if they have any interest in what you are doing now.
Contact frequency: Annually, just to make sure you don’t lose them completely.
You can move folks between these piles as often as you wish. I recommend reviewing things quarterly at a maximum and annually at a minimum. If you’re not weeding through your network, you’re not feeding those that need to be fed, which means YOU’RE not eating enough either. Invest your time wisely, as it is the only finite resource you have to invest in your business.
Do you network by the numbers, or do you have some other solution in place? I’d love to hear if this is a workable system for you or if you have something else you use that works better for you.
Numbers in the orange by Leonid Mamchenkov
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