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ACT! Enhances The Art of Networking
by Jeffrey Mayer
As you go through life, youre going to meet people lots of people.
Youre going to meet people at business meetings, at conventions and
seminars, and in other business settings. And youre going to meet
people in nonbusiness settings as well. You may have a conversation
with a person on an airplane, while youre exercising at your local
health club, or while youre waiting for a table at a your favorite
restaurant on a Saturday night.
And every once in a while, youll meet someone who could be a
potential business contact, or someone who could help you with your
future career moves. These are the people you should keep in touch
with and get to know better. With time, youll find that you have
lots of things in common and will become friends.
Work hard to nurture and cultivate these relationships. Discover
whats important and meaningful to these other people, and youll
eventually know more about them than they know about themselves.
Thats the secret of developing a close relationship and friendship.
Business is built around relationships.
ACT! Enhances Relationships
ACT! will help you further your relationships with the important
people in your life. As the two of you get to know each other
better, you become friends. And one of the ways you can get to know
a person better is by asking questions. With the passage of time,
you should know everything about them.
Youll be able to answer questions such as the following: What do
they do for a living? How did they get into this line of work? What
are their long-range goals, dreams, and desires? What is their
family situation?
Every time you meet with a person, or talk on the phone, and learn a
little bit more about the things that are going on in that persons
life, you just make a notation in ACT!s notepad. The notepad makes
life easy because it gives you a convenient place to store lots of
miscellaneous information.
Anecdote: One day, during a business meeting I asked my client how
his wife was feeling. He said that she was doing much better. Then
he asked me how I knew his wife had been ill. I told him that his
secretary had mentioned it during a previous phone conversation.
What I didnt mention was that I had recorded that information in
ACT! and reviewed it just before the meeting. Thats how I knew to
ask him how she was doing.
Spend Your Time With the Right people
Theres an old sales and marketing adage called the "80/20" rule,
which states: You get 80 percent of your business from 20 percent of
your clients. Said another way, a small number of clients typically
generates the majority of the businesss sales and profits.
Ive heard people talk about this "80/20" rule for many years, and
Im sure that you have too, but there has always been something
about it that bothered me. If, in fact, 80 percent of a companys
business is coming from just 20 percent of its customers, then
wouldnt it make a lot of sense to get to know these people better,
and minimize the time spent with everyone else? And as you get to
know them better, they may be in a position to introduce you to some
other people who may be potential clients or customers.
More Time With Friends
Weve all got good friends, people that are important to us, but
because life and work are so hectic, we just dont get to spend
enough time with them. In todays fast-paced, high-pressure world,
you need to spend more time with the people who make you feel
better, the people who build you up, the people who stimulate your
creative energies. Therefore, Im going to suggest that you sit down
right now and make a list of the 10 business people whose
companionship you like and enjoy the most.
Now that youve made this list, call each of these people and set up
a date to break bread together. In the future, you should plan to
break bread with at least one of these people every week. As you
meet more people, expand your list of "Business People I Like the
Most," and have lunch with them regularly.
Once again, this is another way ACT! can keep you organized. When
you schedule an activity, designate it as a recurring activity. With
the click of a button, you can schedule a reminder to call the
person once every other month for the next two years. This way, you
wont lose touch with the important people in your life.
Anecdote: I was working with a client one day, and he told me he
had forgotten to call his closest friend, who just happened to be
his biggest customer, to wish him a happy 50th birthday. A
suggested that we use ACT!s recurring activity feature with a
14 day lead time to keep this from ever happening again.
Jeffrey Mayer works with business owners wanting to grow their
businesses, with corporate executives and sales professionals
wanting to get ahead, and with anyone wanting to live their dreams.
How can we help you? Jeff can work with you individually for
'one-on-one' executive coaching/mentoring. He can create a
customized sales training program that can be presented over the
telephone or in person. Or he can create a keynote or workshop
program for your next sales conference, convention or meeting. Call
312-944-4184 or email.
Featured In
312-944-4184 or email
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