Netweaving v. Networking

Source: CPA Practice Management Forum

The difference between netweaving and networking is that in the former your initial objective is to help others get referrals. In netweaving you:

• Put people together.
• Become a resource for other people.
• Invite people to become part of your network of specialists you can refer to others. Your goal is to foster relationships among others.

Netweavers ask questions to learn about people and their businesses. For example:

• Ask a contractor how the economy is impacting his business.
• Ask an insurance agent what niches he concentrates on.
• Ask a salesperson how his or her best piece of new business was generated.

When netweavers meet someone new, they:

• Determine who they know who shouldwant to meet this person.
• Find out if the person has information that would be of value to a network member.
• Gauge whether the new person is someone to learn more about and possibly add to the network.

There are four ways to give referrals:

1. Provide someone a name and contact information.
2. Send a message to one of the people explaining the reason they should meet and some information about that person.
3. Follow up with a phone call, or hold a three-way conference call.
4. Host a meeting with the other two people.

The more referrals you make, the more you will get. But give referrals with no strings attached.

From CPA Practice Management Forum, CCH Incorporated, 800-449-8114, May 2007, p.12. For more information visit www.NetWeaving.com.