The thought of networking often gives some people 'butterflies in their stomachs'. Others worry about getting effective results from the time they spend networking. Both of these conditions can be addressed if you simply create a networking strategy for yourself. Here are some guidelines to help you create your own.
- Have the Tools You Need With You at All Times. These include business cards, brochures about your business, and a pocket-size business card file containing card of other professionals to whom you can refer new business.
- Set Goals. You should decide before you go to any event how many new people you want to get to know. It doesn't have to be a huge amount. It will all depend on the size of the gathering and how you feel that day. Your sincerity meter goes way down when you aren't feeling well, so it is counter-productive to push yourself on those days.
- Be Proactive. Volunteer to greet people. If you see visitors sitting, introduce yourself and ask if they would like to meet others. As the philosophers say, the more you give, the more you shall receive.
- Don't Try to Close a Deal. Networking events are not a place to hit on people to buy your products or services. They are about creating relationships. Events are just the beginning of that process.
- Exchange Business Cards. Ask each person you meet for TWO cards - one to pass on to someone else and one to keep. This sets the stage for networking to happen.
- Manage Your Time. Spend 10 minutes or less with each person you meet. If you linger with your friends or associates, you will never meet your goal. If you find someone interesting with whom you would like to speak further, set up an appointment with them for a later date.
- Write Notes. Unless you have a photographic memory, I would suggest writing notes on the backs of the business cards you collect. Write down anything that may be useful in remembering each person more clearly.
Master networkers are never off duty. It is so natural to them that they can be found networking in the grocery store line or the doctor's waiting room; as well as chamber meetings and networking meetings. We will get into more detail in the upper level courses on how to find places to network and the subtle changes you may make in your approach. Through them all though, the principles of building long-term relationships to create word-of-mouth refers is the key.