Business Networking and Sex - Ivan Misner [94]
That which gets tracked, gets done. When you track your activities consistently you understand where your successes occur and therefore where your time and energy is best invested.
He Says...
Tracking Is All About Systems
As we have previously discussed, one of the most important things that you can do for your business is to create systems around everything you do. The more efficient systems you have in place, the more likely you are to be able to sell your business for a profit, create greater wealth, and predict your annual growth with regularity. Question: Why do we men like systems so much? Answer: Multitasking! We know from earlier in this book that a man’s brain is not set up as well as a woman’s to multitask. This means, if men don’t have systems to remember and make things happen, we will forget whatever it is we are supposed to do. Ladies, stop nodding and smiling. We know you know this, we just can’t let you know that we know this about ourselves too. This is why anniversaries and birthdays get missed by us on a regular basis. We are simple creatures. Multitasking for me means watching my favorite sport on TV, drinking a beer with my left hand, and having chips ready to go with my right without having to look away from a 52-inch screen. Much easier said than done. Trust me.
Creating systems around your network and referrals is no different. If you are going to spend your time networking, meeting people, collecting business cards, getting and giving referrals, then putting systems in place will allow you to do it with greater ease and success. I am always amazed when I take on a new client and we start talking about their database system—the very core of their network—and nine out of ten times they will bring out a shoebox full of business cards. (By the way, a shoebox was a technological improvement over my second desk drawer, which also held my stapler, tape dispenser, and paper clips.)
Here are some tips with which to build a basic system:
• Use a database. Having a database with all your contacts is key to growing a good network. I once sat down with a referral partner to survey and mine each other’s databases. He went through mine and identified everyone he wanted to meet. When it was my turn to go through his, he brought out the shoebox. Who do you think got value out of that activity?
The database should be sorted into functional categories. Identify the people in it by visibility, credibility, or profitability. Having a good database or CRM is key to your success when you are developing your network.
• Create a post-event follow-up method. Develop a system for follow-up after networking events. This is so important that you should allow a full day after your networking event to do all the follow up. You must also put a follow-up priority system in place. Who do you follow-up with first? As men, being the transaction-type animals we are, our first priority will be to follow up with those with whom we think we can do business. I am not saying that is what should be done, just what is done. This would be a good place for me to say: Men, don’t put all your efforts into those who you think will be the most immediate clients. Ever hear the term, penny wise, dollar foolish? This would be an example of that. By not following up in a timely manner with those people who could be great referral sources for you and you for them, you end up going for the immediate money only. Meanwhile, you are letting all your pipeline business get away. Your network is not just about “today’s money” but can really help you with “tomorrow’s money.” This is one of the biggest problems we have as small-business owners and sales professionals. We tend to not work on enough of “tomorrow’s money” and therefore we are always working on bringing in the business we need now, which can get tiring and very stressful.