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EFFECTIVE NETWORKING - Sep 12, 2008

Posted by: Steve Sundberg in Articles

More Effective Networking

Try These Four Tips

Networking is always a challenge to all small business owners. It can be especially challenging to people who want to do business with the small business owner. Many times, the small business owner does not show up at network events because they feel like the bait in a sea of sharks. Most networking events are about people who want to make connections with the small business owner. Many times the only result of these meetings is a pocket full of business cards from people looking for the same leads for which you are looking. But always remember, these people know the people you seek in business. Make good referral contacts, and you will work your way to the person with whom you want to make contact.

So how do you make these meetings work to your advantage? First, take a look at your attitude when approaching these meetings. Here are a few changes you can make that will allow you to view networking from a different prospective. Consider changing you "From" attitude to a "To" attitude, and you will find that more productive connections will start to happen.

Networking Attitude Shift
From:	To:
Handing everyone a business card	Selectively giving out business cards
Leading first all about you	Leading first about others
Focus on my small business	Focusing on the bigger possibilities
Old School Selling	Abundance and creativity
Waiting for a referral before referring	Referring others first
Being reactive	Being proactive
Going to events looking for "prospects"	Going to events to look for interesting folks
Thinking small	Thinking bigger & thinking BIG
Randomly following up	Using a process to follow up regularly
Having a narrow group of contacts	Creating a wide net of referral partners
Hard work, little fun	Fun, amazing connections always

There is a new concept in networking called Netweaving (look it up on the Interent). Basically its philosophy is to ask what you can do for other people first. Go to networking and leads events and ask, "What can I do for you?" People remember others who want to help them.

Second, be sure you follow up with people you meet. When you take a few minutes to jot an e-mail, or leave a voice message, you are saying, "I value you and what you do and what you have to say." People will remember those they meet who value them.

Third, try to keep your name and face in front of these people. Offer to deliver a talk at their industry group; make sure you say "hi" the next time you see them; follow up on suggestions you made to them and people you said you would connect with them. This will go a long way to helping them remember you. When they remember you, they will remember what you do.

Fourth, invest some time to get to know them. Ask them to meet you for a cup of coffee or a meal. Ask them questions about their business, how they got to where they are, and what their goals are and what the future holds. Anyone who pays attention to them or takes an interest in them will be remembered.

Following these simple tips will ensure that you make an impression and are remembered. Next time one of these contacts needs services or products you provide, your name will be on top of the list. Try giving before you get. It works!!