Effective networking is a process that combines formal or structured networking with informal networking, along with your own commitment to be a part of other peoples’ sales team.  Nothing illustrates this more than the following example.

I walk into my favorite coffee shop, Longfellow’s in Jefferson, New Jersey:

Bruce the Owner says, “hi Chuck,” as he goes to make my usual black decaf and says, “I’d like you to meet Jerry,” (An informal contact) who was standing with his fresh cup of coffee.

“Hi, Jerry,” I reach out to shake his hand, “and, what is it that you do?”

Jerry proceeds to tell me that he has a business where he will help negotiate municipal offences and the client doesn’t pay unless Jerry saves them money on the fines. (gerald.vadas@cjviolations.net).

I was very excited to meet him, because two days previous I’d had a formal networking meeting with Julie Ann Woods from my BNI group that meets at the Marriott on Route 10 in New Jersey each Wednesday morning at 7 AM.  Julie Woods (Julie.woods@sprint.com) represents a product that lets fleet owners know where their vehicles are and everything about what they are doing.

Without skipping a beat, I said, “I’ve got some one you have got to meet,” and had my cell phone out and Julie’s number dialed before I introduced myself.

The connection between these two has great potential.

One of the really joyous things about networking is that I was just as excited about connecting the two of them as I would be about one of them referring to me.  They know that.  They will be on the look out for ways to refer me.  I know that.

Coach Chuck