Darlings, Dependables, and Duds - “Not all contacts are created equal”
While your networking prospects move through the same five steps to success not all contacts are created equal. That is different types of prospects will ultimately hold different types of value for the networker. I affectionately call these prospect profiles: Darlings, Dependables, and Duds.
Darlings are the sweet spot in your networking community. They generate both strong revenue and strong perceptions. Through they produce high revenue they also require a lot of time and attention. Darlings are high maintenance and as such should only represent 20% of your overall networking customers and prospects.
Dependables are your bread-and-butter - your “cash cows.” They are very efficient. They are the foundation and core of your business. Dependables are perspective prospects and customers with continuing needs that will keep your company profitable. While they don’t have the star appeal of Darlings, they represent the heart of any networking endeavor. Because of this they should represent 70% of your networking community.
Dud is not to imply a networker’s personality but rather Duds do not contribute from a revenue perspective. This does not mean they are insignificant. As an example, they may not produce revenue but through bartering they could provide you with valuable services or allow you to create a testimonial that could ultimately deliver revenue-producing customers. Duds should represent no more that 10% of your networking community.
Networking is not just about starting with the right number of prospects to achieve desired goals - it involves having the right mix of prospect profiles to ensure balanced results.
The problem that some networkers experience is their mix gets skewed – they have too many Darlings and try to keep them all happy or they have too many Duds and can’t keep themselves happy because there is not enough revenue coming in.
The proper balance of contacts and customers in your networking community is the key to keep you financially in balance and happy about networking!
Darlings are the sweet spot in your networking community. They generate both strong revenue and strong perceptions. Through they produce high revenue they also require a lot of time and attention. Darlings are high maintenance and as such should only represent 20% of your overall networking customers and prospects.
Dependables are your bread-and-butter - your “cash cows.” They are very efficient. They are the foundation and core of your business. Dependables are perspective prospects and customers with continuing needs that will keep your company profitable. While they don’t have the star appeal of Darlings, they represent the heart of any networking endeavor. Because of this they should represent 70% of your networking community.
Dud is not to imply a networker’s personality but rather Duds do not contribute from a revenue perspective. This does not mean they are insignificant. As an example, they may not produce revenue but through bartering they could provide you with valuable services or allow you to create a testimonial that could ultimately deliver revenue-producing customers. Duds should represent no more that 10% of your networking community.
Networking is not just about starting with the right number of prospects to achieve desired goals - it involves having the right mix of prospect profiles to ensure balanced results.
The problem that some networkers experience is their mix gets skewed – they have too many Darlings and try to keep them all happy or they have too many Duds and can’t keep themselves happy because there is not enough revenue coming in.
The proper balance of contacts and customers in your networking community is the key to keep you financially in balance and happy about networking!
posted by The Networking Community Radio Show at
3:10 PM
