If you aren’t a “connector,” no problem. However, make sure you have three or four of these people in your business network.

Connectors 101
When I define what a connector is, you’ll immediately recognize the concept. Connectors are individuals who absolutely love connecting people. They are energized by it. They have a smile on their face when they introduce one person to another.

We all know people like this. What’s important is that you have a small handful of these people in your network.

Connectors can greatly magnify your ability to meet people, build relationships and ultimately write more business. There are certainly benefits to having connectors in your inner circle, but there are also limitations. More on that below.

Connectors, The Good
Connectors allow you to bypass all of the time you’ll waste at Chamber of Commerce meetings and their ilk. A few good connectors in your network are exponentially more fruitful in helping you find new decision makers.

If you’re not already a connector and want to become one, you’ll have no problem finding one who will gladly mentor you. Think about the power of not only knowing a few connectors, but actually being one.

A handful of good connectors in your fabric of business relationships can virtually end cold calling.

Connectors, The Bad And The Ugly
They’ll occasionally introduce you to people before they know your full name – I’m not making that up.

They’ll introduce you to someone they really don’t know. This can be awkward, but it breaks the ice nonetheless.

Connectors can be fickle at times. The very thing that makes them connectors is the same reason they’ll forget about you. This is one of the reasons you want three or four in your network.

Sales Tips On Managing Your Connectors
They’re easy to find. They’re always “working the room.” They can’t help themselves. If they don’t get to you first, make sure you meet them. When you find a connector who seems to be a good fit, develop the relationship further by meeting him or her for lunch, etc.

You can also find connectors on LinkedIn. In fact, LinkedIn is a tool that was created just for them. They love it. Look for people with 500+ connections (they’ll have more, but LinkedIn only shows up to 500). Take it beyond a virtual acquaintance and meet them for coffee or lunch if there is a mutual business justification.

An Important Final Note About Connectors
Connectors who have their Ph.D. in networking don’t necessarily need you to introduce them to more people. They know everyone already. However, don’t naively believe they’ll just feed you names indefinitely.

As you develop a relationship with your connectors, they will reveal how you can help them. They may need you to educate them about certain industries. You might assist them in being part of their brain trust by advising them on sales strategies for specific customers. Networking always involves reciprocity, but in the case of connectors, they don’t need you to find people.

Further reading:

• 6 Basics For Potent Face-To-Face Networking

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2. Tips for Sales: The Business Social Networking Landscape is Changing Radically
3. Develop Your Sales Abracadabra So You Can Anticipate Selling Opportunities
4. Business Development and the Five W’s of Your Initial Contact with a Prospect
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Tags: networking, Prospecting, prospects

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