Networking – The Success Connection
by Drew Hunt
A Drop in the Bucket or Buckets of Opportunity
We have all questioned whether Chamber of Commerce after five meetings, the hours on the golf course, numerous business dinners and even the organized networking events have any bottom line value. After all, they take time and money. Is there any payback? Furthermore, when we are so busy doing all the right business networking, we may be overlooking, or even eliminating, natural networking opportunities that arise from hobbies, sports outings, social events or even the potential of casual situations that occur while standing in line or waiting in waiting-rooms. How much networking is enough? Too little? Overkill?
Networking: Yours, Mine and Ours
Everything we send out is either a positive or negative and it comes back to us tenfold. Networking is the way in which we take the contacts we already have and send out ripples that bring back waves of new business. Ideally we want networking to be simple, painless and productive. It’s easy for experienced business networkers to rhyme off the pluses of mutual benefit, positive give-and-take and win-win relationships. However, the new age of business networking is adding relationships into the mix. It’s not all about me. It’s not all about you. It’s about us — pulling together — in the same direction.
From Hard Sell to Soft Touch
The days of the hard-sell “Here’s my card. Call me. Who’s next?” networker have been replaced. Today’s more knowledgeable buyer wants to know who they are dealing with and whether they can trust you to deliver the goods before they hand over the cash.
You might still have your cards handy but now you write what you can do for your new contact or highlight what you heard them tell you. This alone could detour your business card from the wastebasket because you have moved from “I’m pressuring you!” to “Hey that felt good!”
Three “Know Knows” of Great Networking
Who You Know
When you consciously consider all the people you know and actually list them, you will be amazed at the number of people that you have varying levels of connection with. Consider that each of these people has a similar list to yours and you begin to see the huge resource that you could tap into.
Who Knows You
The real effectiveness of networking comes when the best-qualified people in terms of your success have gone beyond the acquaintance only level. They are actively seeking you out because they know you and what you do, they know what you want and they know what they have that you need.
Know-How
The bottom line is definitely know-how. The know-how it took to identify what you need. Then the know-how of customizing your network by identifying the priority connections you are seeking. It’s also the know-how of not stopping too soon. If you stop too soon you send time and money down the drain. Now is time to go beyond the self-analysis. It is time to train your networking team to find the potential referrals you need. It’s hard to imagine, but with each trusted connection that you establish you gain the enthusiastic referrals of your own Personal-Networker.
Is Your Network Working for You?
If your networking is effective, you will be able to give positive, detailed answers to each of the following questions:
- When was the last time your network sent a business referral your way?
- Does your network provide you with the expert contacts you need?
- Where do you source out new ideas or pick up on new trends?
- Can you see yourself starting a joint venture with someone from your contact list?
- Is your network tapping into your expertise by providing you with speaking engagements, participation on panels or consulting opportunities?
We believe small changes to your networking strategy can turn on unlimited potential. Here are some ideas to consider before you take your next networking opportunity:
BEFORE:
- Take 10 to 15 minutes to determine who you would like to meet
- Have your Networking Kit ready: business cards, relevant schedule of other networking events, copy of article you may want to share (at the END of the event)
- Make the effort to attend about 4 events per month
DURING:
- Get involved as a volunteer at the event. You could make great connections.
- Be the host. Everyone loves to be introduced.
- Approach 1 or 3 people. Pairs are hard to break into.
- Build relationships.
- Don’t measure success on how many of your business cards you gave out.
AFTER:
- Make it your policy to return calls with 24-48 hours.
- Check in regularly with everyone you identify as a Personal-Networker
- Give great referrals. What you send out will come back to you.
Thank you for tapping in to “Networking: The Success Connection.”
About the Author: Drew Hunt has 15 years of experience as an entrepreneur, expert networker, and sales executive. Currently Drew is a Chief Network Development Officer at Inspirecard (www.InspireCard.net). The Inspire Card is a simple yet very powerful marketing platform designed to help you retain your customers while drawing new customers from a community of businesses. The Inspire Card accomplishes these fundamental business goals at a price that EVERYONE can afford!
Article Source: EzineArticles.com
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