Here are some additional suggestions on ways to begin a business network of contacts and support if you are creating a solo business:
4. Leverage the resources and networks of others as much as possible. Whenever you locate a new contact person be sure to ask if they have other contacts that might be of interest to you and your new business.
Because your contact will most likely have been in business in this niche longer than you, he may know of additional networking contacts that he will share with you that could be a great resource for your business.
It certainly doesn't hurt to ask your new friend. The alternative is to develop your business contacts from your own travels over time. Why not get your address book filled up as soon as possible with credible names that others can give you?
A business network is much like a huge spider web. Every strand (person) is interwoven and joined at multiple contact points. If your new contact is good for your business, chances are excellent that his contacts, to some extent, will also be appropriate for your business.
5. The buck stops on your desk. Employees in large corporations are not of a mind-set that they think about making sales and collecting revenue. These employees are very specialized in what they do. They may work in "Support" or "Research" or "Customer Relations" and are not charged with directly selling products or services.
Small business owners have to "generalists." By their very nature, they are the salesman, the support person, and the researcher all rolled into one.
The solo business owner must understand that if he doesn't make the sale and collect the money, there is no one else in the organization that is going to get it done. He can't pass the buck to another employee . . . he is the only guy in the business!
6. Be prepared to be scrutinized. As you seek to widen your circle of friends and business contacts in your niche, understand that there will be some that question your intentions and credibility.
You no longer have the corporate name and muscle to give you personal credibility. No one will know your business name or brand.
Before they are willing to let you in their personal contact circle, they may question you about any number of business-related goals, strategies, or intentions.
The best way to be prepared for the eventual questions is to look at your business through the eyes of an inquisitive outsider and answer the probing questions he may ask to your own satisfaction in advance.
Contemplate and anticipate what others will want to know about you and prepare the right, fact filled responses so that you'll have them at your fingertips at the moment of challenge.
Your own credibility will be acknowledged if you are professional, willing to respond to the tough questions, and show a genuine interest in those that you want as networking contacts.
In the upcoming installment, we'll conclude our discussion with a few more ways of building your contact and support network.
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