So is there anything new in networking today? Where are the best places to go? Is there something new, or should I keep doing what I am doing? For 2003, I felt it was important to go back to the basics to maximize my energy. While planning for a fresh start, I clarified my concept of the Five “F’s” of Networking. Additionally, I like to define networking as cultivating mutually beneficial relationships.
- First Impressions
Before you even say anything, people will be making assumptions about you – be the part. Once you start to talk, you will need an “Elevator Speech”. This is a short introduction that explains what you do in a manner that delivers a meaningful message, creates curiosity, and is easily shared with others. Meet and mingle, don’t sell; this is a time to start relationships, not to do major business deals. Also, be an interesting person to talk to. Be abreast of some casual topics, prepare some provoking questions and listen as well. - Flexible Focus
Determine what you want to accomplish through networking. Do you need more leads, industry awareness or access to connected individuals? Different needs dictate different approaches. All too often, people keep going to the events hoping for something – make it happen. Professional awareness is critical to leveraging your networking. You need to know who can make things happen as well as being known for that yourself. Do not act desperate for leads, but stay focused on building your business. - Frequency
Gaining trust is the key to referrals; they are earned. First, you need to be the kind of person to be referred and secondly; it helps to ask. Do you encourage people give you leads? Do you help them make the introductions? Do you let them know how it went? Networking is based on relationships; people refer better leads as their comfort with you grows, invest the time properly. Have fun, networking is important but don’t let it consume you at the events. Relax, enjoy yourself and smile – who knows; you may get more that way. - Follow-Up
Be prepared to follow up. Send a note to everyone that you meet; it takes most people 6-8 exposures to remember and trust you. Develop a database in order to manage and keep in touch with your contacts. Whether you use a computer program, or a Rolodex, it is important to start building this business resource. Card scanners, contact managers and targeted email marketing allow you to better stay in touch with people. A pile of business cards rubber banded on the desk is not enough these days. Make a point to start converting your prospects into a sales system or why bother at all? - Fine Tune
Networking is a numbers game. The more people you meet and create a positive impression with, the more chances you are to gain the benefits. Most people respond better to networking offers when they believe it will benefit them somehow. How can you show them that how by introducing you, they will be helping themselves. What you can do for them only provides further incentive. Maximizing your results requires you be able to understand what combination of efforts yields the highest total value for your long term networking success
Try working with these concepts, and please share your success stories.
Daniel Rubenstein is the Founder of re-Position; a web strategies firms specializing in helping businesses increase profits by leveraging the Internet without wasting time, money or opportunities. Please feel free to contact Daniel at 314.550.0950, or Daniel@re-position.com or visit www.re-position.com.