One of my favorite quotes comes from well-known author and motivational speaker, Zig Ziglar:
"You can get everything in life you want if you will just help enough other people get what they want."
I am sure most of you have heard this sentiment before. There are hundreds of quotes, dozens of books, a few TED Talks, and innumerable articles that communicate the same basic message, but do you believe it’s true? If so, how does this truth manifest itself in your daily life?
In business, I believe Ziglar's idea is most applicable to networking efforts.
For attorneys, having a strong network has always been crucial to a successful practice. A network's makeup can vary between practice areas—an IP attorney's practice will most likely look very different from a personal injury attorney's. But the principle is the same: Once you begin to focus on helping people in your network get what they want, you will find it easier to transform those LinkedIn connections into long-term relationships that deliver value to all.
Tips for Building a Strong Network By Delivering Real Value
Like any well-worn adage, there can be a great disconnect in our understanding how to apply the idea in the real world. Based on what's worked for me, here are four tips to get you started.
This seems self-evident, but when was the last time you asked someone about their goals and how you can help? If you don’t have this information, you will miss opportunities to add value to the relationship. Also, by simply asking this question, you have already set yourself apart from a person’s other connections.
2. Get creative
Don’t only focus on how you can directly help someone achieve their goals. For example, if I have a contact that wants to be the #1 widget salesperson in their company, I won’t limit my help to introducing them to people who buy widgets. I might recommend a podcast that they could find helpful. If I come across an app that could help them be more productive, I can send them a link to the website. Think about resources and experiences that can help them get the results they are trying to achieve.
3. DON’T keep it professional
Some of the best things I have done to strengthen relationships have been when I provided help outside of a person's professional pursuits. For example, if one of my contacts is about to become a first-time parent, I might recommend a book on parenting that influenced how I raised my kids. If I discover that one of my contacts is really into foreign language crime dramas, I might suggest one of my favorites.
4. Host gatherings
Ok, now is not best time to think about getting a group of people together in person. Once we are back to normal, though, hosting a diverse group of contacts for lunch, dinner, or any other social event is a great way to establish yourself as a “Super-Connector”. Possibly the best book I ever read about growing your network by helping others is “Never Eat Alone”, by Keith Ferrazi. Ferrazzi talks about the value of regularly arranging social gatherings for a “hand-picked” group of your connections to introduce them to colleagues that can make a real difference in their lives. For example, you might invite a few clients that have complimentary businesses, along with an accountant, investment advisor, commercial banker, and a realtor. Think strategically about the group's makeup to maximize opportunities for everyone on the guest list.
Always Be On the Lookout
These are just a few ways you can add value to your professional network by working hard to identify ways to help others succeed. The key is to find out what you can do to help your connections reach their goals and then always be on the lookout for small opportunities to make a positive impact.
You will quickly find once you get started, it very quickly becomes a habit you will happily include in your day-to-day routine.
If you would like to hear more about how Legato can help you build a strong network that delivers real value, please contact us at (800) 863-5272 or firstname.lastname@example.org.