How to Become a Center of Influence

How many of you have been to a networking event in the last month? What did you get out of it? Did you have specific goals for attending the event? First of all, let’s all get on the same page and define what networking is. In some respects, it’s taken on a life of its own. Do we really know what it is?

Here are some thoughts on why we network:

• Identify suspects

• Develop strategic alliances

• Develop referral sources

• Develop and maintain relationships

• It’s an interactive way to prospect

• Impact sales results

Most people say that the three most important reasons above are to develop referral sources, develop strategic alliances, and of course, impact sales results. You will reach those goals must faster if you become a “center of influence”.

There are several factors common to successful centers of influence.

The first is trust. Someone must like you and trust you and must feel comfortable building a relationship with you. So begin with building a relationship. Learn as much as you can about their business and how you can help them. After the meeting the first thing you need to do is honor any promise made at the networking event or anytime you meet someone. If you said you would call, then do so immediately, so the person does not forget the conversation or the event. Write down any pertinent facts and log them into your contact database. This will give you an excellent starting point in your next conversation with that person. The key in maintaining a network is to be a person of integrity and value. You do this by following up and being the first to say thank you!

Make yourself a person others want to meet. By being a person of integrity, you immediately set yourself apart from others. By being helpful and an invaluable resource, you will make a positive impression and be sought after. It has been said it before, and I’ll say it again. To be an excellent networker, you must first give, in order to receive. Be open to others, and your business will flourish over time. If you do this regularly then you have met the trust requirement.

The second is how their business relates to your business. There must be some basic commonalities between your business and the business of your strategic partner. Are you looking for the same types of customers? Do you offer complimentary but non-competing products or services? Do people that need your service often also need your strategic partner’s service? For example, a realtor would have a real estate attorney, a title company, mortgage company, home inspector, home stager, and so forth. If the answer to those questions is yes, then the potential center of influence may have passed the second test.

The third is Enthusiasm: Perhaps you have seen groups were all the right people are there and yet nothing happens. No referrals are passed. There is no engagement—no energy. You need to promote your partners with positive words and attitudes. One networking guru has said that the best centers of influence are enthusiastic supporters of their referral partners.

If you are in the Westchester NY area come to the Westchester County Association’s February 16 lunch and learn. My Center of Influence Partner, Peter Helmer will share the podium with me to discuss "Insider's Tips: How to Make Face-to-Face Trump Facebook."

I wish you much success with developing a center of influence.