BoomerGirl Diary

Success in business is not only about products or services. It is about people — getting to know who they are, what they do and what they need. Your success is not solely determined by your product or service. Your success depends on the width and depth of the people in your sphere of influence.

Your success is dependent on the people that know you, like you, and trust you — the people in your sphere of influence. These people are your friends, clients, vendors, members of groups you belong to, and anyone else you have ever met and maintain contact with. The people in your sphere of influence send you referrals, serve as a resource, they become your clients, and are the people you call when you have a question. These are the people you know, like and trust.

Steps for creating and maintaing a large sphere of influence

Get out there

Increase the number of people you come into contact with. Go to networking events, join a professional organization or put together a workshop. Set goals for meeting new people each week.

Spread the word

Let people know you are interested in expanding your sphere of influence. Ask what they do to meet people, and if they can introduce you to people you would like to meet.

Create rapport

Put your attention on the person you are talking to. Make eye contact, smile and give a good handshake. Ask questions about things that interest them, their business, their industry, and their professional affiliations.

There is a lot in a name

People will remember you when you remember them. Make an effort to learn and remember names and use them in conversation.

Share the wealth

Refer people in your sphere of influence to each other. When you put two people together and it goes well, you become a shero.

Get the goods

Always get a business card from someone when you meet them. After you leave, note on the card, write where you met them or something about them that will help you remember them when you look at their card later. Also note any action items you agreed to do, i.e., follow-up with them or send them a link to your site.

Be “Old school”

After you meet someone you want in your sphere of influence, always send them a handwritten note. The note need not say more than "nice to meet you." Consider printing note cards with your photo on them to insure that people will remember who you are, and your note will have more impact.

Get everyone together

Consider holding an annual event to connect with your sphere of influence. You could partner with a friend in a complimentary business and double your sphere of influence in one night.

Be grateful

When people refer business to you, thank them at least 3 times — with a phone call, with a note, and by thanking them in person, in public, in front of other people. Everybody appreciates recognition!

Be patient

Do not focus on getting business immediately. Focus on creating a solid relationship with people so they know you, like you and trust you. Eventually, they will refer business to you or become a regular customer.

Put it in writing

Create a system (paper or electronic) for keeping track of people either record information that is important to them — their spouse's name, their professional affiliations, any awards they have won, etc.

Extend an invitation

When you want to know someone better, invite them to events that you know would be of interest to them. This is a simple, easy way to build a relationship with someone.

Business is not only about what you do or how you do it. Business is about also relationships, about helping others overcome their challenges and meet their objectives, about finding out what needs to be done and doing it. Provide people with the support they need and you will build a large sphere of influence that supports your business.