Monday, August 13, 2007

One Small Step....

It's amazing the difference a small step can make. Just doing one thing every day that you would not normally do can bring tremendous results. If you set goals from your networking, plan the results you want and then ask yourself what you need to do to achieve those goals, you are more likely to take those extra steps.

I recently ran a workshop for NatWest Bank Business Relationship Managers on developing a strategy for their networking. I asked the participants to set two types of goal:

Financial - how much new business were they looking to attribute to networking over the course of a year?

Intangible - What areas of self-development could networking help with? Many people network to benefit from peer group support, routes to suppliers, a better network of people to refer to clients, confidence, presentation skills and a host of other reasons.

One of the people on the course was Paul O'Sullivan, a Development Manager at Enfield Business Centre. As a result of the workshop,Paul set himself a target of increasing his network. He recently sent me this email:

Further to your Networking Strategy Workshop, one of my personal/intangible goals was to approach/talk to a person that I don't know everyday. As a result of this I introduced myself to a gentleman who I had seen in one of the interview rooms of the Enfield branch on the floor below the Business Centre, but whom I did not recognise.

He was the PMA(Personal Mortgage Advisor) for the branch and we had a quick chat. I told him that I had a customer who wanted to move quickly on 2 buy-to-let properties and could he help out. He was happy to do this and we arranged an appointment. Subsequently the 2 applications were processed for my customer. He had bought a acquaintance along with him who liked what he saw and said that he had 6 buy-to-lets that he would like to mortgage through ourselves. These were subsequently processed and are at NatWest Mortgage Services now.

Both customers are also well known and respected in the local Jewish Community and have said that they will have more contacts and business for us because of the prompt & efficient service provided by us.

An excellent return and possible future return from me going and introducing myself to someone I didn't know.

What is particularly striking about this story is that Paul worked in the same office, for the same company as the person he introduced himself to. They saw each other on a regular basis but had never met. That might seem quite strange initially, but then think about the number of people you see regularly but have never had reason to introduce yourself to.

What small step can you take every day that could have a tremendous impact on your business?

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