Sweet Rewards – Capitalizing on Opportunity

At a 4th of July parade in Haines, Alaska this summer, we watched as townspeople on the floats tossed candy to children on the sidelines. The kids darted about, scrambling after every fun-size bar and lollipop. Even the pixie sticks that bent when hitting the pavement were scooped up (albeit not on the first dive).

In a remote Alaskan town with a grocery store vintage 1965, where a gallon of milk costs six dollars, free sweets are like gold. These kids understood the value of what was being offered and capitalized on the opportunity presented.

When opportunity knocks, answer the door

In building a business, many opportunities are gained through relationships — including those that may be in place long before they become customers. If you’re receptive to partners, industry peers, potential prospects and valued colleagues — as well as people you meet along the way in daily life — any may present an opportunity. And they are surely more plentiful than free candy is for kids in Haines, Alaska.

Take a lesson from those kids on the parade route. They’re seeking eye contact to be sure they’re the recipients of the treats being tossed. They’re scoping out the best venues in advance and sharing which corner they’ll be standing on, so their target “clients” can find them. They don a crazy hat, perhaps, to make themselves visible, so the bearers of sweets can easily lob candy their way.

While not every business card you collect shows promise, be friendly, open and helpful to make the most of each possibility. You never know who might be harboring a strong business lead (or a Snickers bar).

10 unexpected ways to gain sweet rewards

One key difference from the cute Alaskan kids seeking candy is that in networking, it’s not all about you. Both in person and online, networking is about developing authentic relationships — give to get. When meeting someone new, try a few of these 10 ways to develop acquaintances into valuable contacts.

1. Email a note referencing your conversation, and share other events you’re planning to attend (to naturally evolve the relationship without the pressure of a one-on-one meeting)
2. Review their LinkedIn profile for noteworthy commonalities — and include to personalize your connection request (for example, you both worked for large telecom companies at the start of your career)
3. Tag them on a (relevant) status update or comment on a social platform (make certain to choose a platform where they are active)
4. Create a Google alert to stay abreast of news in their company or industry (and email a relevant news item periodically)
5. If they’re on Facebook, designate their Page as one you wish to “See first” (limited to 30 Pages)
6. Offer a relevant and useful tip or potential business development opportunity, based on your expertise
7. Invite them to be your guest at an upcoming membership event (if they attend, introduce them to others)
8. Review their blog articles for an opportunity to post a (relevant and thoughtful) comment 
9. Follow up on a personal item you discussed, to develop an authentic connection
10. Share opportunistic referrals by introducing them to contacts in your network who work in related fields

Need help with processes to execute the strategies above and capitalize on opportunities?