Networking is the Difference

Networking is the difference between an average business and a highly successful business.

Here are strategies to make networking profitable:

1. Choose the right networking group or event. There are numerous venues for networking. The challenge is selecting the right groups to network with.

2. Focus on quality contacts versus quantity. Most people have experienced the person who, while talking to you, keeps his eyes roving around the room, seeking his next victim. This individual is more interested in passing out and collecting business cards than establishing a relationship. Your approach should be to make two to five new contacts at each networking meeting. Focus on the quality of the connection and people will become much more trusting of you.

3. Be able to clearly state what you do. In order to be effective you should be comfortable in presenting a ten second mission statement as well as a thirty second elevator presentation.

4. Follow up after the event. In my experience, most people drop the ball here. Yet the follow-up is the most important aspect of networking. There are two specific strategies to follow:

· First, immediately after the event – typically the next day – you should send a handwritten card (best) or an email to the people you met. Mention something from your conversation and express your interest to keep in contact. Always include a business card in your correspondence.

· Next, within two weeks, contact that person and arrange to meet for coffee or lunch. This will give you the opportunity to learn more about their business, the challenges they face, and how you could potentially help them. This is NOT a sales call – it is a relationship building meeting.

Networking does produce results. The more people know about you and your business, and the more they trust you, the greater the likelihood they will either work with you or refer someone else to you. Consistent focus and follow up in networking will produce results in the long term.

Networking is not a sprint, it is a marathon.