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This course is one of a series of five Dave Crenshaw courses based on his Invaluable teaching methodology for professional development.
- Understanding how networking enhances your career
- Getting out of your comfort zone
- Making recurring connections
- Using a customer relationship management (CRM) system
- Building relationships through social networking
Skill Level Intermediate
Throughout this course we'll explore various opportunities you will have to build professional connections with others and I'll be discussing some tools that you can use to enhance the quality of those connections. There are guiding principles that you'll want to keep in mind regardless of the opportunity and the tool that you are using. These principles will work in person over the phone and online, these are the same principles that highly connected people use everyday in their interactions.
The first principle is give first. Give first is my business's most important value, it means you begin every interaction with the mindset of what can I do for the other person, it's common, especially in professional settings for people to think about what they can get from others but invaluable connectors know that serving the needs of others is how they'll build lasting relationships. This is isn't about schmoozing or flattering people, it is about making real contributions to the work that people are doing, helping them find the resources they need and even giving gifts, related to their personal interests or hobbies.
If you approach those you meet with an attitude of give first you will find that they will become more interested in you, than if you try to make them interested in you by talking about yourself. This principle is first, because the remaining three won't work without it. The second principle is use their name. We all like to be recognized, acknowledged and remembered. Make a habit of remembering people's names, writing them down and connecting their names with faces in your database so that you recognize them when you see them.
Link to them in online interactions and given them credit for the things you've heard from them. People will appreciate when you use their names consistently improving your connection. Principle three is focus on the person. If you try to multitask, instead of focusing on a person you communicate to them that they are not important, that whatever else you are doing is more important than them. On the other hand if you look people in the eye and give them your full attention, you communicate that they are important.
In turn they will likely respect you more strengthening your connection. The fourth principle, is maintain contact. In marketing this principle is called frequency and it means that the more often someone sees your name and face the more likely they are to trust you. When making connections it is not enough to meet a person once have a great conversation and then send them a holiday card once a year. You want to maintain regular contact with them to build a strong professional connection, long-term, frequent contact will result in the most value for both parties.
In the following videos I'll show you these principles in action in a variety of different settings.
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