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With all the time and effort
you expend just to get your work done, it's easy to let the days, weeks and quarters
slip by without tending to one of the most important aspects of a successful business
— a network of valuable contacts. As the saying goes, it's not what you know,
it's who you know. And it's also how many you know. A flourishing business is
built on referrals. And no one is more qualified or more apt to get the word out
about how great you are than you. So let's take a look at a few things you can
and should do to establish and maintain a quality network.
Talking is Networking
You never know if you'll meet your next major contact at the industry event of
the decade or at an eight-year-old's bowling alley birthday party. For just that
reason, the golden rule of networking is to have business cards with you at all
times.
Now, this isn't to imply
that you should be all business all the time. As a matter of fact, even those
big industry functions are designed to be just as much a social gathering as anything
else. Relax and have a good time. You don't have to always talk shop with the
people you meet. Actually, we encourage you to initially strike up conversations
about almost anything other than work. Stay up on current events, sports, the
arts, etc. This way, you'll almost never be at a loss for conversation topics.
There's no need to prove you are a financial wiz right off the bat. Establish
yourself as a good communicator and people will feel more comfortable starting
a relationship (business or personal) with you.
Here are some more conversation
tips:
- If you find networking
a little awkward, say so. That, in itself, is a conversation starter. You'll be
surprised how many people will help you feel more comfortable and take this as
their cue to introduce you to others.
- Communication means more
than talking. In fact, great communicators do more listening. Pay attention, maintain
good eye contact, be aware of your body language and ask good questions. If you
seem engaged, people will find you engaging.
Be Active!
There are so many industry clubs, associations and societies out there
for you to join — the American Institute of Certified Public Accountants,
Institute of Management Accountants, Financial Executive Institute, American Payroll
Association, Institute of Internal Auditors, American Society of Women Accountants
and National Association of Black Accountants, just to name a few. Becoming a
member of any one or a few of these organizations is a great way to meet a vast
network of contacts. But, it isn't enough to simply pay your annual membership
dues and attend a meeting or two. If you're serious about meeting people and making
a great impression, be an active member. Volunteer for a committee, become a board
member, run for an officer's position, do anything you can to establish yourself
as a leader. If others perceive you as a dedicated, dynamic and productive member
of the group, they will feel more comfortable working with you outside of the
organization.
Make a List and Check
it Twice (or at least once a week)
As a finance professional, you're most likely already familiar with an inventory
sheet. So, it should be a snap to keep track of all your contacts with programs
like Act or Microsoft Outlook. Yes, it will take a little time out of your busy
week, but everything worthwhile does. In fact, you'll find that simply allocating
a couple of hours a week will be sufficient to enter pertinent information on
the contacts you've made in that timeframe. Such information may include:
- Name
- Title
- Company
- Address
- Phone
- E-Mail
- Fax
- Where you met
- People you've met through
and introduced to this contact
- Last communication with
this contact (ie. how and when)
- Important dates (ie. birthdays,
anniversaries, etc.)
- Names of spouse/children
- Any additional notes on
the contact or their company
Unless you have a computer
chip in your brain, you will need to write down this kind of information every
time you meet someone new — especially at a networking event where you're
meeting dozens of people. For that reason, you should always carry a pen. As for
where to write it — the best place is right on the back of each person's
business card.
Follow-Up and Stay in
Touch
Even a great first impression is fleeting. You cannot expect that everyone you
meet will remember your name or what you do. Therefore, it is vital, after you
enter your new contacts' info into your database, that you send them some form
of follow-up communication — a brochure or other capabilities piece —
along with your business card (again) and a personal message.
Moving forward, try to stay
in touch with your contacts on at least a monthly basis. Your database will come
in very handy here as you can keep track of the last time you communicated and
by what means. In doing so, you can vary the ways in which you make contact —
by phone, mail, e-mail or in person. Send them articles relevant to their business
or invite them to an industry function. The more variety the better — repetition
will work against you.
After any meetings, face-to-face
or over the phone, try to establish a course of action for your next interaction.
When and where will it be? Who will be there? Keep track of it in your database
and on your calendar. Securing a definitive meeting time when you already have
the contact's attention will save you the trouble of having to get in touch with
them at a later date.
Be Patient
Building a database of first-rate,
valuable business contacts doesn't happen overnight. And the vast majority of
them will not use your services right away. Diligently maintain your database
and utilize some persistent and varied communication without hassling your contacts.
You will eventually reap the benefits of all your hard work and, in turn, learn
a lot about other people, companies and professions.
One of the most valuable contacts you'll ever make is with an Ajilon Finance Account
Manager. They've already done all the hard work to establish their own network
of top-notch accounting and finance professionals. Give your local Ajilon
Finance branch a call today to set up a meeting to discuss your staffing
needs and how we can match you up with one of our pre-screened associates. While
you're at it don't forget to ask for your FREE copy of our Rules
for Hiring Great Employees booklet — it's filled with some proven
techniques for landing one (or more) of our highly-qualified candidates.
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