Networking Is As Easy as A-B-C
Many people think that networking their way to a particular person is difficult. But it really isn't when you use the A-B-C approach. No, I'm not taking you back to your kindergarten days, but the concept is fairly basic.
Envision a target with an "A" in the center. Around the "A" is another circle, labeled "B." And around the "B" circle is a final circle, labeled "C."
These circles represent your contacts, both the ones you already know and the ones you want to know.
Look at your current contacts as your "C" contacts. These are the people who know, trust and are willing to make introductions on your behalf. (If they aren't, you need to take a look at my August newsletter for some tips.)
Then do your research to find the people you really want to meet. An ideal client. A perfect referral source. Or the hiring manager at the company where you most want to work. These are your "A" contacts. Your goal is to leverage your C contacts to get introductions to your A contacts.
More than likely, you will need some intermediaries, and those are "B" contacts. B contacts are people who can introduce you to your A contacts. In some cases a C might also be an B, but often not. So you look at your C contacts to determine which are most likely to get you a step closer to A.
Here's an example. Let's say I want to meet Hillary Clinton. Who do I know who might get me a step closer to her? Well, I know an HVAC guy who has done work for a former senator. That former senator might be able to introduce me to Ms. Clinton. So I call my HVAC contact and let him know who I need to meet and why. If I have a good relationship with him (and I do), he should be willing to introduce me to the former senator. And if that meeting goes well, the sentator might be able to introduce me to Ms. Clinton directly, or might introduce me to another B contact who could. And so it goes. Within two or three meetings, I have a direct line to a presidential candidate.
The key is knowing exactly who you want to meet and knowing yur current contacts well enough to step your way to those ideal contacts.
So go forth and figure out your two to three steps to anyone. Who knows, maybe you too can meet Kevin Bacon using this approach.
And by the way, I particularly want to meet Keith Ferrazzi, author of Never Eat Alone. If anyone can be my "B" and get me one step closer, I would appreciate it.
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Share the Success!
Have you had a particularly good experience using the A-B-C approach? Share it with me at juli_monroe@yahoo.com, and I'll feature your story in an upcoming newsletter.
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