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Your Company
Who You Know OR Who Knows You?

by Deborah Chaddock Brown
Volume 5, Issue 8, August 2009

I met an old friend and colleague for coffee a while back. Dan Griffin was the director of marketing for Pearle Vision when I worked there and occasionally we connect to talk about old times and just get caught up. Dan had recently secured a new position and I asked - given the current state of the economy and job market - if he'd had a difficult time with his search.

"Not really," he said. "I'm fortunate that I have an active network."

It's not often, when having coffee with a friend, that I feel compelled to pull out my notebook and begin taking notes but his next comment sent me running for paper and pencil:

"Who you know and what you know is important," he said. "But what's really important is who knows you." An advocate for the benefits of LinkedIn, Dan proceeded to share with me his LinkedIn strategy.

"I spend time everyday in my network. I view who my contacts have referred, who they've connected with and what events they are attending. I search further into who they are connected with and see if there is some way that I can be of help."

i was reminded of Dan's unselfish approach to networking the other day when reading an old article by Guy Kawasaki, Entrepreneur 10/07 "Get in Good," in which he states that great net-workers "Ask good questions, then shut up." He went on to say, "Give favors...give favors without the expectation of return from the recipient."

Put the attention on the other person - who they are, who they serve, their ideal customer, their unique value in the industry and what they offer - then seek out ways in which you can be of help. Do you know someone they should know? Have you read a website, blog or article they might find useful? Find ways to make the other person more successful.

This altruistic approach to networking has the benefit of branding you as a great conversationalist, a resource, and the ultimate "go to" person. Someone people want to know.

Guy went on to say, "Ask for favors in return." If you are constantly doing for others without asking for anything; people begin to feel beholden. So provide assistance and then ask for help in return. That wipes the slate clean, giving you an additional opportunity to be of assistance.

Dan and Guy are known in their community, in their network, as knowledgeable resources - people worth quoting and emulating.

As you seek to expand your network, seek new prospects or look for new opportunities - first see who you can help within your community. Soon it won't just be who you know and what you know, but WHO KNOWS YOU!

Need help making the most of LinkedIn, Facebook or Twitter to make connections?  Call me.  I can help.  330.414.8792
p.s. note Dan's incredible likeness to Mel Gibson.  My! He invites you to link to him on LinkedIn.  Join me on LinkedIn as well.

"If it Can't Be Found - It isn't Important"

A quote from Brad Kleinman, speaker, trainer and owner of BSK Consulting.  Think on that for a second.  Could that apply to your web presence? Just how easy is it to find you on the Internet? Need help?  Call me.

August 7th is "Treasure your Customer" day

Reach out to your customers and say "Thank You for Your Business."  August 7th is Treasure your customer day according to Entrepreneur magazine. As a special thank you to my customers - mention this article and receive $50 off your next writing project.



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