A little while ago, one of my colleagues commented favorably on how many people I know and the fact that I’m always making introductions. She asked me how I did it.

I didn’t realize that I had really created a system of keeping in touch with people whom I felt would be influential for my career or business.

Here’s how I do it:

• I keep a running list of my Core Influencers (CI’s). This list is comprised of 7-10 people who are currently in my close circle of colleagues. These are people who are usually one or two steps ahead of me in the business game and who have the potential to – or who already have – make qualified referrals. In other words, they are people whom I have specifically sought out and developed relationships with to help my business/career move forward. I view these relationships *very much* as a two-way street. These chosen few can call me anytime, anywhere and ask me for anything and I’m there to help.
• I have another list of people whom I call my Extended Influencers (EI’s). Everyone on this list is someone whom I think has CI potential but either hasn’t figured out how to step their game up to CI level or I haven’t figured out how to step my game up to engage them in the right way. This list varies in length but is usually hovers somewhere around 25-50 people. This group can usually get an email response from me but, I won’t pick up the phone and call them. I review this list quarterly. Relationships that go no where get relegated to…
• The Extended Network (EN) list. These people do not exert any influence over my business/career and many are EI’s who have just not graduated – for one reason or another – to the CI level. They are also people whom I’ve met at conferences or networking events (of the few that I actually attend), that pass the ‘gut test’ (which means my gut tells me they’re not full of you-know-what and they’re worth a spot in my database). I parse this list once a year. This group can get a response from me, but depending on the subject matter, I respond when/if I have time and…
• Then I have a list of people/companies that I don’t know at all, but I want to get to know better – my PIC list (Potential Influencers/Clients). Many of the members of this list are potential clients as well, although sometimes they are not. At any given point, there are about 10 companies on this list. I’m a huge believer in manifestation and most of the time when I write a company name on my PIC list, I meet — and develop a good relationship with — someone from that company.

I should also mention that individual contact records are appropriately tagged in my contact management software so when it’s time to review my lists, I can let technology do the heavy lifting for me.

Call it social climbing or being ruthless; the fact is I’m always booked for paid speaking, consulting and writing opportunities at least 6 months out. This year is my company’s best year ever – and the year is not over.  I must be doing something right.

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Lena West is the Chief Social Media Strategist at xynoMedia, a New York-based firm that helps companies develop social media marketing plans as well as build blogs, podcasts and online communities. You can read her Entrepreneur Magazine blog here: http://techforward.entrepreneur.com/