NETWORKING ON PURPOSE
“Networking”… Much has been written and said about it lately. It seems to be the buzz word in business today. For some it conjures up images of the classic schmoozing in a social setting and for others just good old fashioned fear. Neither has to be the case if you will simply learn some basics about the new science we call “networking.”
Networking can be learned like any other area of knowledge. It requires time and practice but can be mastered by even those who hate contrived social contact. I have seen the most shy colleague blossom into a full-on networker who is both kind-hearted and transparent in her approach. Networking is about building good relationships.
How do I find the best places to network with people I need to know? A better question might be, “Who do you need to know?” Are you targeting retailers, public school superintendents or commercial property owners? This information will help you determine where they hang out. Are there associations or conferences aimed at these professions? Do people in your network know who you want to meet? Can any of your connections introduce you to the right people?
How do I gain more confidence while networking? Your goal should be to learn from and help everyone you meet. How? Ask them questions, clarify their responses and, if you can, give them information they need. If you can’t, introduce them to those who can. When you help others, it takes the pressure off of selling to them (which you shouldn’t be doing anyway). No pressure, no problem. If you genuinely try to help, they may return the favor in the long haul. You will gain greater confidence as you get better at helping people and communicating (when asked) how they can help you. That’s how it works. Try it and see.
How can I strengthen my networking with key partners? Give tons of referrals and information to partners who are competent, credible and ethical in their practices. If they aren’t and you refer them business anyway, it will make you look bad. You need to give to get. (Givers Gain). If you give lots of referrals to your key partners and get no referrals in return, it’s time to get new key partners. Or it’s time for conversation that might sound something like this: “I think we should discuss how we can refer more business to one another. What is an ideal referral (piece of business) for you? An ideal referral for me is (fill in the blank)”
In the meeting, focus on your key partner first. How can I help you more? Do not mention how much you give and how little you get. If you don’t get a positive reaction from your key partner (or it’s all one-sided), find a new key partner! Remember, your ability to network and exchange business increases the possibility of growing your business and helping others too.
Where do I start?
Here are a number of organizations and venues to meet and greet a lot of folks and network with both freedom and fun:
• All local Chambers of Commerce’s-Each have monthly mixers (often on Thursdays) and provide a great venue to meet and mix and have fun while building relationships.
• B.N.I. (Business Networking International)-Has 5 local chapters which all meet on Tuesdays both at breakfast and lunch. They are the quintessential networking organization in the universe. Founded by Dr. Ivan Mizner, B.N.I. has written the book on compelling and effective networking.
• Toastmasters International- Toastmasters can equip you to speak AND network more effectively.
• Associations, Non-Profit involvement, Civic and Service Clubs, and events.
