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Chip Scholz
Head CoachChip Scholz is Head Coach of Scholz and Associates, Inc. He is a nationally recognized executive coach, public speaker and author. He is a Certified Business Coach and works with CEO’s, business owners and sales professionals across North America.
Chip has written for a number of business and trade publications. 2009 saw the release of his first book project, “Masterminds Unleashed: Selling for Geniuses.” His second book, with co-authors Sue Nielsen and Tracy Lunquist, “Do Eagles Just Wing It?” was published in 2011. His next book "Clear Conduct" is due in 2013.Do Eagles Just Wing It?
Buy a copy of Do Eagles Just Wing It? here!
Masterminds Unleashed: Selling for Geniuses
Buy a copy of Masterminds Unleashed: Selling for Geniuses here!
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How to Build a Network – fast!
We moved 2500 miles from our network of friends and associates and opened a new business – one dependent upon contacts and building relationships! It wasn’t an ideal situation. I had to build a network and build it fast.
I decided to take a geographic and subject matter focus for my business. I didn’t think that these specific clients were the only ones I would work with, it’s just that I had to start with a clearly defined target market. I narrowed my focus.
Later on, when I had a better sense for what the opportunities were, I could change my focus. But I immediately went to work on what I call a five-by-five process.
I identified several industry leaders, the one or two people whose names I had who seemed to be leaders in the field. I called them, and sincerely asked for their help.
I explained I was new to the area, didn’t know many people and could sure use their help. I asked them for an appointment, suggesting a day and time, and told them I wanted to pick their brains since I was told they knew quite a bit about the subject I was researching.
Most of the time, this worked. People want to help. It’s a fundamental human need for people to help other human beings, we’re hard-wired that way. Here are some other reasons this works:
The five-by-five program is about exponentially expanding your network of people and building relationships in your target market. Your objective is to get five names from each meeting you have, five new people to contact. The multiplier effect is amazing.
It worked for me. It can work for anyone. The key is sincerity and authenticity. You’re not selling anything, you’re there to learn. If you stay with that focus you can’t go wrong.
What have been your experiences building a new network?
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