Steps to Networking – Step 33: Narrowing in

Written By Rick Frishman Published April 5th, 2010

STEP 33: Narrowing in

Selecting networking targets is always risky. People and businesses are often not what they seem. Even after the most detailed, probing examinations, certain information never comes to light. Many ingredients are involved in matchmaking. Some of them are hard to measure and others are intangibles or personality based.

Although there is not fool-proof formula for choosing targets, the following questions could eliminate some of the risk:

1. Does your target provide products or services that could affect you or your business?
2. If so, how?
3. Who are your target’s customers?
4. How do your target’s customers fit or relate to your customers?
5. How do your customers and you target’s customers overlap?
6. What geographical area does your target’s products or service cover?
7. Who are your target’s competitors?
8. How can you help your target?
9. How can your target help you?

Don’t be blinded by titles or purported accomplishments. Titleholders may just be flunkies and lack the clout to deliver what you need. Often, those who received credit may not be the ones who actually did the work.

(Excerpted from NETWORKING MAGIC: Making Connections That Will Change Your Life By Rick Frishman and Jill Lublin With Mark Steisel)

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