Networking is more than collecting a bunch of business cards at a
networking event! The truth is, real networking is actually more of a
long-term project, than an event where you meet dozens of people in an
hour!
Following these tips can help you make the most
of your lunch networking session (as well as any other networking event
that you attend)!
1) Listen!
You
cannot help anyone unless you know what their needs are, and it goes
without saying you can only know what someone's needs are if you listen!
2) Ask not what your networking partner can do for you...
In
a business networking situation, you get what you give! If you aren't
receiving any referrals by participating in networking events or groups,
ask yourself, have you given any referrals?
3) Build a relationship!
Think
long term. You're in your business for the long term, your
relationships that you build should be the same. Putting in the time
and effort is the only way to get (and give) real value in a business
relationship. NETWORKING IS NOT SALES!
4) Be specific.
Saying
"I'm an accountant and I'm looking for new clients.", doesn't really
tell your networking partners very much. However, saying, "I'm an
accountant looking to assist non-profits set up their accounting
systems," may trigger more of a response. Additionally, mentioning a
specialty instead of talking about what you do in general helps your
networking partner understand what you are looking for in a client.
5) Give the first referral.
It will be remembered!
6) Remember - the networking partner you are speaking to at any given moment knows, on average, 250 other people...
It's not just about the person you are speaking with. It's also about the people that
person knows, and of course, it goes without saying, you NEVER know who
that person knows. So don't necessarily write off someone because of
where they work or what position they hold. Your next big client may
come from the unlikeliest of referrals.
7) Say thank you!
This goes without saying, but a little reminder never hurts!
8) Follow through quickly!
If
you are given a referral, it is important to follow through quickly.
Not only is it a reflection on you and your company, but also upon the
person who referred you!
9) Keep in touch!
Its
important to keep the momentum of your networking lunch! Touch base
often (but not to the point of being an annoyance!) and build upon that
foundation that you started. Its amazing what an email or personal
invitation to a business function you feel could benefit your business
partner, can do!
Networking is
certainly hard work, but you can make it rewarding and meet a few good
people along the way, if you have the right mind-set and a positive
attitude!
