The Steps to Value Based Networking Part 2: Add Value to Your Network
In our last article we discussed the first two steps of Value Based Networking, which are to create networking baseline and to then start networking with purpose. The next step – the third of four – is critical, because it’s what Value Based Networking is all about: Add Value to Your Network.
The first way to add value to your network is to ask wisdom access questions. Your focus should be on developing long-term relationship with people, and the best way to find out about another person is to ask “what” questions. We call these wisdom access questions because they allow you to access the wisdom in the other person.
Example Wisdom Access Questions.
What would make a difference?
What could be learned from this?
What are your biggest opportunities?
What one thing would you do in your business if you knew you could not fail?
They may find it difficult to respond to these questions, but when they do, you’ll have a list of things that you may be able to help them with and thereby, provide value to them. In fact, just asking questions like these can help them clarify their thinking to such an extent that the question itself is valued.
Harness the Power of Many
A second way to add value to your network is to harness the power of many. Think about all your relationships – work, customers, family, friends – and how you might connect them. If you can bring your contacts together they’ll learn from each other and share common issues and/or points of view. And that’s valuable to them.
For example, arrange a lunch for the CFO of your organization with the CFO of your client. They can share best practices or just discuss the ways in which the economy is stretching their perspective.
Another idea is to invite one of your customers to an event to share one of her success stories with others in your network who you know would be interested.
Become a Trusted Adviser
Another way to add value to your network is to become a trusted adviser. Basically, relationships range from friendship to a strong advice and counsel situation.
Being a trusted adviser means that you support someone’s dreams and help make them more successful. There are 6 levels to a relationship, with trusted adviser as the final level:
Level 1 – they don’t know my name
Level 2 – they do know my name
Level 3 – they like me
Level 4 – they are openly friendly with me
Level 5 – they value me
Level 6 – I am a trusted adviser!
Moving from one type of relationship to another takes time and depends on the kind and depth of value to provide to people.
Follow Up With Gratitude
The final way to add value to your network is to follow up with gratitude. Being valued starts with the simple things, so always follow up immediately after any meeting or contact.
Bob Burg, in his book Endless Referrals, Network Your Everyday Contacts into Sales, suggests following up with a personal, handwritten note. Burg suggests you purchase preprinted cards that have your picture, mailing address, and email address on them with enough space for a handwritten note.
Once you have the cards you simply write something that you felt was important from your conversation, slip it into an envelope and mail it. Your note will stand out because it’s handwritten – not an effortless email – and the photo reminds them of you. The time and effort will pay dividends down the road!
Providing value to your network is essential and must be done sincerely before you can expect others to provide value to you.
Check out our next article, which will detail the fourth and final step to Value Based Networking: Be a WOW person.
image: peter pearson
