7 Steps to Adding Value to Your Network

Being generous with your network increases your influence and opportunities.

If you want to build a business that withstands economic downturns and grows without you constantly spending time and money to acquire new clients, then you must be intentional about your networking.

If you work to add value to the people in your network, they will want to return the favor and add value to you and your business, making your business more resilient and sustainable.

The way to gain influence and new opportunities is to be generous with your network. Connect the people within your network strategically by creating reciprocal referral relationships and new opportunities.

How do you do that?

Here are the seven steps:

1. Start with who you know.
2. Attend events with a generous mindset.
3. Be intentional with the people you meet.
4. Share new networking opportunities.
5. Meet one-on-one with members of your network.
6. Do what you said you would do.
7. Share content regularly so your network knows you are an industry expert.

Let’s take a closer look at each step.

Step 1: Start With Who You Know

Many people are not being intentional about the relationships they already have, including their friends and family.

Every relationship has the potential to be valuable, and some are more valuable than others. Many times, we initially don’t know which ones have that potential and don’t give the relationship the time and attention it deserves.

Being intentional with the people you already know, like, and trust gives you the power to create new opportunities, build influence, and grow and sustain your business.

At a minimum, put everyone you know in a database or CRM (Customer Relationship Manager) so you can communicate easily with those people. Use the CRM to remind you about important information such as your ideal key referral partners, birthdays, anniversaries, and conversations you have had. The idea is to be able to connect and add value easily with them.

Step 2: Attend Events with a Generous Mindset

As you attend events, show interest in the new people you meet and try to get their contact information so you can remain in touch.

Be an active listener. Focus on them, not yourself. Find out what they do and what their interests and needs are. Think about who you know that may be a good referral partner for them. Ask whether scheduling a one-on-one with them to continue the conversation makes sense.

People like others who show a genuine interest in them. The point at this stage is to make a genuine, human connection with the people you meet.

Step 3: Be Intentional

How many people have you met actually follow up with you and try to stay connected and try to add value to you?

Be one of those people.

After meeting someone new, don’t just put their business card in your desk and forget about it. You will set yourself apart from everyone else by following up. Within a week or two, and while you can still remember your conversation, add the person to your database and send an email recapping how you met and mentioning that you will also connect with them on social media. Connecting further in this way will be important when you get to step 7 and want to share industry-specific content with them, including your own. It allows you to follow and interact with their content as well, continuing the relationship while adding value.

Step 4: Share Networking Opportunities

Someone you met at a networking event probably would like to attend other networking events to grow their sphere of influence. One way to add value is to share other networking and event opportunities.

Consider creating a local newsletter containing all the networking and nonprofit events in the area. Send it out each week to the people in your database. You may be surprised that once your contacts start receiving the newsletter, some of them will start sending you their events to promote. You may also find that your newsletter expands your influence to people you have not even met because your recipients find value in the content and forward it to others they think will also appreciate it.

You may even find that some of your recipients ask about sponsoring your newsletter to get their message in front of your recipients. This marketing opportunity adds additional value to sponsors and helps pay for the time it takes you to create the newsletter each week.

Step 5: Meet One-on-One

Meeting one-on-one with people in your network deepens your relationship with them. Can you meet with everyone within your sphere of influence in person? No.

Can you be strategic and think about who you might have a one-on-one meeting with? Yes.

People like others who are fully present when you talk to them.

One way to do this is to have a three-part conversation. Be sure to take notes so you can remember the details when you follow up later. Here’s how a three-part conversation works:

Part 1: Ask about what they do and how they got into that line of work.

Step 2: Ask them how they do their work and what their current needs and goals are.

Step 3: Ask who their key referral partners are and think about the people you know who may be a good referral partner for them. Then share who your ideal referral partner is and ask for an introduction to someone in their network.

The one-on-one should take no more than an hour.

Step 6: Do What You Said You Would Do

After having your one-on-one meeting, follow up with the things you said you would do.

Then, consider one person in your network who would make a good referral partner for the person you met and for the person you plan to refer. Chances are the person you are considering referring will say “yes” because they know you are a person of value who wants to add value to them, further deepening the relationship, trust, and your influence.Remember, after you make the introduction to your new connection, be sure to ask the new connection for an introduction to a good mutual referral partner.

Put notes about your conversations in your database. Be sure to follow up regularly; at the very least, plan to send a birthday card or holiday card annually.

Finally, send a handwritten thank-you card to show your appreciation for their time, further continuing the relationship and adding value. Because few people send handwritten thank-you notes, you’ll make a memorable impression.

Step 7: Share Content Regularly

As you systematically and strategically grow your network, the content you share about the work you do will reach an audience that sees you as a person of value. Because they value your content, they will look for ways to reciprocate by sending you referrals and clients and liking, commenting, and sharing your content.

Be sure to do the same by regularly liking, commenting, and sharing the content of others in your sphere of influence. This allows you to reinforce and add value to the relationship.

Remember, the best way to add value to your network is to be generous with the people in your network. If you are, they will want to reciprocate, which will create new opportunities and expand your influence.

Being a generous person makes your business more resilient and helps it grow. The best part is it relieves you from constantly spending time and money to replace lost clients and relationships. When you lead by example and share your resources, knowledge, and connections, watch others do the same for you.