Build Your Business Through Smart Networking
Many of us still have a negative perception when we hear the word "networking" and as I always say, it's a misunderstood word. My theory is that good networking skills build links and alliances with people we meet along our career path.
"The opposite of networking is not working"-you can learn from everyone you meet and also be a resource to them. If you are lucky, down the road something may come back.
Here are a few questions that I am asked as one thinks of this "new philosophy" on something that has been around since the beginning of time.
- Is networking just about finding customers and growing one's business? Networking is all about developing and building relationships first. When this happens with hard work and sincerity, customers will come. It's like a garden. When you meet new people for the first time, it's like planting a seed. When you stay in touch by meeting for coffee or sending a holiday card, it's like watering the seeds. Finally when there is a genuine reason for you to have a closer working relationship or friendship, it's like the harvest. Remember we can plant and we can water-however the growth is a natural and organic process. You cannot rush it. One needs to think win/win and patience. I look at each connection I make as how I can help or refer that person. The biggest joy is when I put someone in touch with someone else and they do business together. Three of my major corporate clients took over three years to develop-lots of staying in touch, patience and finally an opportunity to work on an assignment. Each has turned into multiple referrals within the organization. The goal is stay in front of people, to be on their radar screen as a thank you. I do this with my electronic tips of the month, my quarterly newsletter and a variety of articles.
- What has been the biggest "negative" that I have heard about networking?
The top complaint that came from a national survey that my company did was about people who act like they are trying to sell you something-right when they meet you. They pounce on you and tell you only about themselves and don't have any interest in you. Another complaint is about people who lose interest if they don't think you can help them-the people who figure they only need to "network" when they NEED a job or business.
The key is always to give first. Be a resource-go through your database and think how you can help the other person. Every day, get in touch with three people just to say hello. I do this systematically. It could be as simple as sending an article including a note saying "I haven't spoken to you in a while, and thought you might be interested in this." Or let them know about an event they might enjoy, or congratulate them on a recent accomplishment. Keep it sincere, short and make it about them-not about you.
- Is networking costly in terms of time?
Networking the way I look at it, is part of everyday life. Think of your current business or company-how can you connect with each person, vendor, or client and then plant seeds so that you get referrals. Ask questions, show interest and ask about things that are of interest to them. The "time" that you invest will be paid back many times over as you are developing and building relationships.
Think of the associations you belong to and make the time that you go to these meetings and functions work for you. Get involved: work on committees and meet and develop new contacts throughout the year.
- What are some things you can do to become more visible in your community? Offer to speak at a local organization meeting. You might also offer to do a free mini seminar on your specialty in business. Write articles and publish your own newsletter, which you will send to your master file and also to a prospect list and database that you continually are developing and building. On the market, there are many pre-produced marketing pieces that can be created and customized with your name and contact information. Just be sure to always sign it yourself and if possible add something personal. For me, the newsletter is a "piece of gold". I send out 2,500 copies quarterly and I always personalize each one-it can be as simple as: "Hi, Lisa, hope you're great! Andrea."
- What are the five great keys to building your business through networking?
- Meet people and nurture your current network.
- Listen and learn from everyone you meet. We learn more by listening then talking, which is why we have two ears and one mouth. Also-we can learn from those we do not like-we learn how not to be. When you listen-you also learn what people need and how to be a resource and give to them.
- Make connections for others-find ways to connect other people together. I say 1+1=3. People will remember who made the original connection.
- Follow up-this is critical and the one thing most people forget to do. Under promise and over deliver. Do what you say and do it in a timely fashion. A wonderful quote I live by: "Give without remembering, and receive without forgetting."
- Find creative ways to follow up--- There is always an opportunity to stay on people's radar screen with an article, note, something of interest to them-even remembering their birthday.
Remember this:
N Remember people's Names and Nurture your Network
E Have good Eye contact, Empathy and know when to Exit
T Talk less, listen more-think, Trust, and Timing is everything
W Write personal notes to people and remember this is Work!
O Every time you meet someone is an Opportunity to learn and be Organized
R Reputation, Relationships, Reflection, Rapport, Results
K Knowledge is power with execution, Kindness pays!
I Be Interested in others, Integrity is key, take the Initiative
N Sometimes you have to say No
G Goals, Gratitude, be Generous with your time
