Most people hate networking so two weeks ago I blogged about effective networking strategies that are less painful and more authentic to your style.

The third step in the process I identified involves assessing the strength of the network of the individual with whom you are networking/wooing.

I emphasized the importance of focusing on three indicators.  How reliable, reputbale, and real do you and others find this person?  Well, a faithful reader wrote to me and asked, “How do we make such an assessment?”

Now you may think I am a bit kooky, but I create a scale for every person I meet while out networking.  Yes, with me, there is always a scale.

The Purpose

Before I explain the scale let me be clear about its purpose.  It is not meant to put people in boxes.  Nor, is it meant to be all judgmental and opinionated.  Instead, it is designed to make networking as efficient as possible.  Your business idea is worthless if you are not successful getting people to spend money on it and you.

And let’s face it, we assess our connections each and every day.  My scale just streamlines and quantifies this sometimes nebulous process.  Keep in mind that a sound assessment will take 1) an initial meeting 2) one or two follow-up coffees or lunches 3) and the word on the street.

Always keep in mind that the point of networking is not to cultivate one single potential client but instead to focus the majority of your time on respected people so their entire networks open up to you.

First, Reliable

How reliable does the person you are meeting seem to you? I also advise asking around to find out what others think of this person.  Reliability is about being prompt with emails, phone calls, and texts.  It is also about doing what you say you will do it within the time frame you say you will do it.

Nothing destroys a reputation faster than not following through on your promises.

In the end I score a potential connection on scale of 0-10 (10 is the best score) in terms of their reliability.

Second, Reputable

How reputable does the person you are meeting seem to you?  Again, check your assumptions with friends and colleagues familiar with the person if possible.  Reputable people are known in the community.  They say what they mean and mean what they say.

Once again score the person on a scale of 0-10 in terms of their reputation.

Third, Real

Real is different for everyone.  It is immaterial whether a person is introverted or extroverted.  If they are not pretending to be someone they are not, they are real.  Real people are the same while networking, hanging out with friends, or helping a client.  Do not forget to ask around about the person.

Phony people repel others.  We get an icky feeling around them.  They are also those at networking events who often figuratively vomit their businesses all over the rest of the crowd out of fear of actually revealing anything authentic about their personal or professional lives.

Rate the person on a scale of 0-10 in terms of how real they are to you and others.

Who Do You Allow into Your Networking Core?

Add up the three categories’ scores.  Anyone with a total score of 24 or higher should be in your core.  These are the people who others trust when they say, “I know a coach who could help you reach your goals,” for example.  Spend 50% of your time with these people.

Also, spend 35% of your time identifying new core members of your networking team.  If you find one potential 24er each time you attend a networking event that is amazing.  Stop just gathering cards.  We do not live in the 1960s anymore.  People want a deep connection, at home, and at work.

So what about the other 15%?  That’s for messing up.  You will meet potential 24ers who turn out to be less than that (for now).  That’s life.  Perfection is impossible and undesired.

Does all this sound too mathematical to you?  Then come up with your own system.  If you don’t you will network until exhausted, all the while chasing the wrong people.

Incidentally, we should all aspire to be a 24er in our professional and our personal lives.  These are the true trusted connectors, people who network with ease, obtain clients from their core or their core’s core, and enjoy a more balanced business life.

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If you have any questions about coaching please feel free to contact me at scott@kineticcoaching.co, and remember I always offer a complimentary 30-45 minute session to prospective clients to determine if we want to work together.