Successful entrepreneurs sell ideas through a mix of an engaging and persuasive style and the pure force of their personality.
Building a network involves two key strategies. The first is to develop 'legitimacy', in other words, building trust and authentic relationships with people. People who act in line with their values automatically attract other people.
The second is positioning oneself in the market. This involves three strategies:
- Broaden the scope of the relationship with people with whom resources are exchanged. This allows a broader range of options should a particular type of resource be required in the future, whether it be physical or information.
- Increase strong ties with important resource providers. Such people could be staff members, colleagues, suppliers etc. The aim here is to develop the relationship with a person that is based on more than just one topic or transaction.
- Increase weak ties to as many people as possible. This is the traditional definition of networking. Meet as many people as you can. Such meetings generate opportunities through 'chance' encounters.
The concept of 'magnetic relationships' has immediate applicability to careers. We all know the importance of networking, but for most of us it is a difficult thing to do. The power of 'magnetic relationships' is that people will be attracted to you, making your networking easier. However, you still have to maintain your magnetism using the three strategies above:
- Keep regularly in touch with those who you deal with. Try and meet other people around those you already deal with
- Setup a system to stay in touch with those people that are important to you. They may play a number of different roles (eg mentor, information provider, networker etc) but the key is to remain visible.
- Keep up the traditional networking. Yes, its hard work but its importance to your career cannot be overestimated. Make a goal to attend 1 networking function each month.
Remember that even magnets need to be re-magnetised, so keep at it!
