Steps to Networking – Step 67: Maintaining the connection

Written By Rick Frishman Published April 12th, 2010

STEP 67: Maintaining the connection

Davis understands that networking is about keeping in touch with people you meet and find interesting. So she maintains an extensive system in which she records their contact information and keeps current on their likes and dislikes – on both a business and personal level.

Keeping up on her contacts helped Davis reap rewards from the Republican event. Every once in a while, she would pop an email off to the Dateline producer and eventually they became friends and traded jokes. On several occasions, Davis hooked the producer up with experts and speakers even though she knew that she would not directly benefit. She helped the producer in order to keep the communication channels open.

Two years after the Republican event, a newsworthy story came to light that Davis thought Dateline might be interested in airing. So she called the producer. Because of the relationship they had established, the producer immediately returned her call. The next week, Davis was interviewed on Dateline and this interview ran. Immediately after it ran, CNN, Extra, Philly After Midnight, and many other radio and TV stations called and interviewed her. Davis calculates that she received over $400,000 worth of free airtime through her Dateline and local appearances and attributes it all to her maintaining contact with the producer.

Davis has also calculated what the original meeting at the Republican event produced. To date, in less than ten years, Indaba has received over $3 million in contracts and media exposure as a direct result of Davis’ ability to network from that meeting. Davis continues to meet with the water company’s CEO on a regular basis. Whenever they meet, she brings him up to date on the latest branch of the referral tree that they first planted back in 1996. The CEO loves to hear about the people Davis has met through that one event and through his contacts. And guess what? He keeps referring her to his business associates!

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

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