What to Do, Not to Do When Reconnecting With Your Network
CHICAGO – You’ve probably heard it before: “You know more people than you realize. You’re sitting on a potential gold mine of clients.”

So many articles, seminars, CD sets and books give the same advice: write down the names of 10 people you know, then write 10 more, pick the number they tell you to stop at (whether it’s 10 or 100 people) and start contacting these people. It’s usually with a phone call or e-mail that goes something like this:

“Hello, (person). This is (your name here). It has been a while since we’ve talked. It would be great to catch up and let you know what I’ve been up to and about some new things that are going on.” Some people might add a line like: “I’d like to hear what you’ve been up to as well” or maybe they just stop at “let’s catch up”.

If you are busy, how much time do you have to “just catch up”? How many hours do you set aside each day to have coffee or to talk on the phone with business acquaintances about random things? In a lot of cases with follow-up calls, how much time do you set aside each day to let people try to sell you something you don’t need?

The people you contact are thinking the same thing. They need a reason. They need a better reason than someone trying to sell them something or make small talk.

We’re assuming these are business contacts who you want to reconnect with rather than friends or close business connections who will follow up with you regardless of what you say. Even so, what you’re about to read will help you connect even better with those people as well.

What can you do to reconnect with your current database, which is your most valuable asset in business, and actually have them call you back and want to talk to you? What can you say that will make most of them want to make time to reconnect?

It’s simple. Just find out what they need right now and then offer to give it to them. How? Instead of “let’s catch up,” e-mail them something along the lines of this:

“We haven’t talked for a while. It would be great to touch base briefly on the phone. I’d like to hear what you’re up to these days and also learn about the connections you’re currently trying to make. Once I learn more, I might be able to help you find a client, referral source or whoever else it is you’re looking for right now. What does your schedule look like over the next week or two for a phone call?”

Look closely at what you just said:

1. “…briefly on the phone…” (you’re respecting their valuable time)
2. “…connections you’re currently trying to make…” (what they need now)
3. “…once I learn more…” (a reason to talk to you to get the help they need)
4. “…help you find a client, referral source or whoever…” (you’re covering all the bases)
5. “You” and “you’re” are the predominant words. It’s all about them.

Put yourself in their shoes. What would your response be to that e-mail?

Though you don’t have to use that exact verbiage, be sure to find out what they need during the next 30 to 60 days (usually this means a solution to a problem) and who you can connect them to that will help them solve their problem while showing sincere interest in them.

Now what about you? Since you already know this person and have a relationship on some level, when you follow up this way the law of reciprocation is set into motion. It’s only natural for them to ask you what you need and/or who you need to know.

Give to get.

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Mark J. Carter is the founder of ONE80 Consulting.