Networking is important for anyone in the business world, and just like other important elements, it requires specific skills.
People like doing business with people they know or with people their friends know.
Well-connected people just always seem to be in the right place. These are the people everyone else talks about as soon as the subject of their business comes up in conversation.
But how does a person become a super-networker?
If you are just getting started in the networking world, a great place to start is to connect with your local area chamber of commerce. The Ozarks has several very strong chambers, including the Springfield Area Chamber of Commerce, which has lots of great, structured networking events, including Good Morning, Springfield! and Business 2 Business.
Another good opportunity for beginners is to attend a weekly meeting of a local Business Network International group or similar events held by other area groups.
Who not to be
Newcomers to the networking world typically make one or two mistakes. They either want to sell, sell, and sell some more, or they simply can’t get over being too shy to strike up
conversations with random strangers.
Think about walking into a room and having someone immediately walk up to you and forcing a brochure, a branded pen, and a branded water bottle in your hands. Are you likely to buy anything from that person? Are you likely to tell anyone else about them? Don’t be that person.
Here is a better approach to take that will help you make more connections and build a positive reputation network more naturally.
Be genuine and engaging. Offer information only relevant to the current conversation. Ask lots of questions. If the other person doesn’t ask any questions back or tries to sell you something, you know that this isn’t the right person. Move on politely. Don’t offer your business card unless the other person asks for it. You should almost never hand out product information at a general networking event unless the information itself is very valuable and would help the specific person receiving it.
The reason for going to a networking event is for the opportunity to meet a high quality individual or two and develop long-term relationships with them. When you walk into some events, you will be overwhelmed with others who also are networking and trying to get noticed by the group. You might feel pressured to make yourself noticed and get on the short list for all people in the room. That is the wrong approach.
Instead, look for someone who isn’t too busy selling and is really willing to have a conversation with you. Notice I didn’t say to buy from you. Your goal is to make just one or two good contacts, not to collect a huge pile of business cards. You will know when you find those contacts. Networking is not unlike dating. You don’t want to date the person who proposes to you on the first date.
When you finally start the conversation with someone who is really interested in a quality relationship, the focus of your attention should be on how to help that person. Who can you connect them with to make them successful? How can you get to know that person better so you can find ways to make referrals to them? Notice that the focus is on what you can do for them, not the other way around.
Platforms for networking
Structured business-to-business networking events offer a great – and oftentimes fast-tracked – way for networking beginners to build quality relationships.
There are, however, other ways to network that can build even deeper relationships. Local civic groups such as the Rotary Club or nonprofit advisory boards are great opportunities to network while doing something you are passionate about. In these types of groups, selling is not only discouraged, it is flat-out not allowed. You will be building personal relationships by working with people who share a common interest. These personal relationships have a way of coming back around to the business world, but never push it.
Networking is an ongoing process of making real relationships. It is not about identifying sales prospects and closing them. It is about finding ways to collaborate with high-quality people in the community. It is about finding ways to help others succeed. It is about connecting people and resources.
If you can learn to network with a giver’s heart, you will suddenly notice that others will look at you as one of those people who are “connected” in the community. Plus, you can leave that branded water bottle in the car.
Don Harkey is a professional speaker and entrepreneur who owns Galt Consulting and co-owns Leadership Book of the Month in Springfield. He works with organizations to employ strategic systems that allow them to be more effective and find renewed passion and productivity. He can be reached at donharkey@galtconsulting.com.[[In-content Ad]]
