|
So now you have a solid number of LinkedIn connections and you've avoided connecting with competitors. Now you're ready to power up your network.
According to British anthropologist Robin Dunbar, the neocortex of the brain is built to sustain a social network of around 150 people. Beyond 150, we just aren't cognitively capable of keeping track and building personal relationships with people easily(1). If our ability to maintain relationships is limited, we need to do a better job of managing the strength of our network and focusing on the right types of people.
Using two variables, frequency of contact and personal relationship, we've developed a way for you to easily segment your existing connections.
Through this segmentation process, you can gauge the strength of your existing network and determine the best course of action to help you build a strong and prosperous one.
Most of the contacts in your network fall into one of four categories:
So what does your network look like? For most financial advisors, it's a blend of the above categories. After you segment your own network, here are a few tips on how to power up each category:
Strong Connections
These are people you know personally and see regularly. Connectors typically fall into this category. Your objective is to build a network rife with strong connections. Nourish this group and leverage them for introductions to prospects and COIs. Make certain that you're a Giver, as you never want to be perceived as abusing these connections. It may be tempting to approach them regarding business on a regular basis, but do this sparingly.
Dormant Connections
These are people you knew well in the past, but with whom you no longer associate. This might be an old colleague, friend from college, or former COI. To transition this segment into strong connections, devise a plan to increase your contact and rekindle the relationship. Remember, position yourself as a Giver.
According to Adam Grant (author of Give and Take), dormant ties often present a large opportunity for networkers and sales professionals. Why? You already have an established relationship with them and they typically have additional ties and relationships of which you are unaware. They present a fresh network that has yet to be harvested.
Superficial Connections
Superficial connections are people with whom you have regular contact but a shallow relationship. These are people with whom you exchange pleasantries at networking events but don't take out to a private dinner. Also, these could also be people you've never met in person, but interact with online. To transition these connections from superficial to strong, you need to develop a deeper connection. Get to know them personally, be a Giver, and then schedule some offline one-on-one personal contact in a different environment. Coffee anyone?
Weak Connections
If there is no opportunity, no commonalities, no personal relationship, and no desire to nurture - disconnect. Weak connections take the most energy to develop into strong connections. They require more contact and more personal relationship development. Determine which connections you are willing to nourish and which ones you plan to jettison. Only connections that could offer business opportunities in the future are likely worth the time and effort.
Let's be very clear about this - your ability to bring in business with LinkedIn is contingent upon the quality of your network. Take your LinkedIn network seriously; your future business depends upon it.
Source:
[1] Dunbar, Robin. How Many Friends Does One Person Need?: Dunbar's Number and Other Evolutionary Quirks. London: Faber and Faber, 2010.
|
If you visit one website this week -- make it this one!
Phone: 714-436-1010
Name: Jason Hurst
The following is an excerpt from 
