Rule one: 6 Degrees of Separation has collapsed to two.
Rule two: The “Introduction” has become the new “Referral.”
The question: How can you build your connections better?
It’s not obvious.
Bankers, lawyers, accountants often refer business between one another. This network I have referred to in the past as “The Golden Triad.”
Consultants or other service professionals, often don’t have as well defined networks. Their lack of a targeted group often turns their networking into a haphazard activity.
Sales professionals have the advantage of having targeted prospects and territories but, often, they don’t build a small base of quality referral sources or in today’s networked world–targeted “introducers.”
People who realize the paradox that “quality” connections, first, build the quantity of introductions they want, find that technology platforms like LinkedIn, provide the organizational infrastructure that will collapse their sales cycle by upwards of 50%.
Identify ten top organizations you would like to target?
Search on LinkedIn through the “Advanced” search page, the “Company” page and through “Groups” for titles in your targeted organization like “change agent” or locate the top networked people in the organization (I’ll share more about his in future posts).
Start finding out more about these people who share more about who they are in their organizations rather than just about what they do for the company.
If you can connect to people by the hundreds all day every day online, who are those best, quality connections for you that can provide the quantity of results that have perhaps been elusive for quite some time?