Do They Know You Exist?

Submitted by wendii on Sat, 05/26/2012 - 00:44.
in

In June's Inc magazine, Norm Brodsky answers a question from someone wanting to expand their business through acquisition. The questioner had done the work to identify potential companies, but after one approach he'd been turned down by all of them and was wondering what to do next.

Mr Brodsky's answer is: "You need to send another letter and then stop by each prospect for a visit. I'm not talking about pressuring anybody ... Build relationships ... Sooner or later, everybody sells. When the time comes, most owners have no idea whom to call. You want to make sure they call you".

That applies in far more circumstances than just when purchasing a business. Why do you build your network when you're not even looking for a new job? Because sooner or later, someone wants you to fill their perfect opening. Are they going to call you, or do they not even know you exist?

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RDHodgson's picture
Submitted by RDHodgson on Sat, 05/26/2012 - 16:10.

It speaks to a broader

It speaks to a broader principle also, which I've learned during my time following MT/CT:

What isn't communicated isn't heard.

We assume that the things we've done speak for themselves. Or that the thing we intended was really heard. But unless we actually make sure we're given credit for what we did (e.g. updating our CVs), or make sure we're really heard (e.g. using DISC and practicing effective communication) then we'll go forward thinking that people are hearing us just because we think they ought to have heard us. And that "ought" is a killer.

 

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Rory

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