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Issue #50 ~ March 23, 2010 Printer friendly PDF file
5 Easy Steps to Better Networking
By Scott Gillespie
The busier we get and the harder we work, the more efficient we need to be with our time. I know what I just told you is something you already know, but I’m laying it down as the foundation for this week’s article.
I’m sure you also realize that when the current demands of our business and customers become so great, that certain things take a place on the back burner - many times to the detriment of future sales and business. One of these areas unfortunately is our networking efforts. I’m even guilty of missing out on networking opportunities myself because I have so much on my plate.
However, if you can laser-focus right in on your networking efforts, it can be a little more resilient to a couple of missed opportunities. Therefore, this week I’d like to share with you five easy steps you can take towards more effective networking.
1. Book It! - When planning your month and each week within it, be sure to schedule certain events or opportunities that are absolute. The reason for this is to ensure that your networking funnel is always full. The more relationships you can create and build, the stronger your network becomes and the greater the opportunities are that you will receive referrals from them.
Personally, I schedule at least one networking event each week that does not carry an “if I can make it” tag. These events are in etched in stone and the only way I miss is if a customer absolutely HAS to meet at that time - which very rarely happens. In addition to the absolute weekly event, I also look for other events throughout the month to attend.
WARNING!: If you do not commit yourself to this first step, you may be just spinning your wheels with the next four steps. Although individually they have their merits and can each be effective, to maximize your results and your time investment, they work best with a consistent networking effort. Let’s continue…
2. Be Selective - We’ve already established your time is valuable, so invest it networking with people that would be more apt to run in the same circles with people that need your product or service. Although you never know what type of connection you might make at any random event, you can increase your odds by attending those related to your industry.
For example, if you are in the construction industry, you would want to attend local builder association meetings and events. This same event might also be good for real estate agents and mortgage brokers to attend as well.
3. Know Your Role - It is critical to know WHY you are at these networking events. The immediate goal is not to make a sale at the meeting. Rather, your goal should be to meet a few people to establish rapport with that you can build a mutual relationship around. I call this “building referral capital.”
A few people doesn’t sound like a lot until you take into account that each of them probably has a minimum of 250 people that they could put you in touch with at any given time. Put it that way, and a couple hours to add upwards of 750 people into your referral funnel is very well worth it!
4. Be Engaging - People are interested in people that are interested in them. Say what!? In other words, if you engage people by asking open ended questions that allow them to talk about themselves, you’ve opened the door to building rapport which is essential in building solid, networking relationships.
One thing to keep in mind is to have fun while you are doing this. When appropriate, inject some humor into the conversation. Don’t be afraid of stepping outside of the stereotypical staunch, professional mold. The reason here is two-fold. First, if you are going to do something, why not have fun while you’re doing it!? Secondly, people are more apt to want to continue getting to know and being around people that are fun to be around. You don’t need to have a full blown stand-up routine; just stay loose and let the good time - and referrals - roll.
5. Give to Gain - Want to position yourself to reap the rewards of networking? Sow referrals. Look at your network like a garden. If you plant a green bean seed, water and tend to it regularly and occasionally feed it with some fertilizer, you will grow a plant full of green beans. Same thing holds true with referrals. Plant referrals in your network, nurture it with consistent contact through calls, cards and conversation, feed it more referrals as you come across them, and you will receive a funnel full of referrals in return.
So there you go. Two things to get you going and three others that will help the time you invest be more effective and profitable. Sow your referrals, nurture your network, help others do the same…and then go get yourself a bigger funnel to hold the referrals you’ll get in return!
Now, Go Get ‘Em!!
By Scott Gillespie
The busier we get and the harder we work, the more efficient we need to be with our time. I know what I just told you is something you already know, but I’m laying it down as the foundation for this week’s article.
I’m sure you also realize that when the current demands of our business and customers become so great, that certain things take a place on the back burner - many times to the detriment of future sales and business. One of these areas unfortunately is our networking efforts. I’m even guilty of missing out on networking opportunities myself because I have so much on my plate.
However, if you can laser-focus right in on your networking efforts, it can be a little more resilient to a couple of missed opportunities. Therefore, this week I’d like to share with you five easy steps you can take towards more effective networking.
1. Book It! - When planning your month and each week within it, be sure to schedule certain events or opportunities that are absolute. The reason for this is to ensure that your networking funnel is always full. The more relationships you can create and build, the stronger your network becomes and the greater the opportunities are that you will receive referrals from them.
Personally, I schedule at least one networking event each week that does not carry an “if I can make it” tag. These events are in etched in stone and the only way I miss is if a customer absolutely HAS to meet at that time - which very rarely happens. In addition to the absolute weekly event, I also look for other events throughout the month to attend.
WARNING!: If you do not commit yourself to this first step, you may be just spinning your wheels with the next four steps. Although individually they have their merits and can each be effective, to maximize your results and your time investment, they work best with a consistent networking effort. Let’s continue…
2. Be Selective - We’ve already established your time is valuable, so invest it networking with people that would be more apt to run in the same circles with people that need your product or service. Although you never know what type of connection you might make at any random event, you can increase your odds by attending those related to your industry.
For example, if you are in the construction industry, you would want to attend local builder association meetings and events. This same event might also be good for real estate agents and mortgage brokers to attend as well.
3. Know Your Role - It is critical to know WHY you are at these networking events. The immediate goal is not to make a sale at the meeting. Rather, your goal should be to meet a few people to establish rapport with that you can build a mutual relationship around. I call this “building referral capital.”
A few people doesn’t sound like a lot until you take into account that each of them probably has a minimum of 250 people that they could put you in touch with at any given time. Put it that way, and a couple hours to add upwards of 750 people into your referral funnel is very well worth it!
4. Be Engaging - People are interested in people that are interested in them. Say what!? In other words, if you engage people by asking open ended questions that allow them to talk about themselves, you’ve opened the door to building rapport which is essential in building solid, networking relationships.
One thing to keep in mind is to have fun while you are doing this. When appropriate, inject some humor into the conversation. Don’t be afraid of stepping outside of the stereotypical staunch, professional mold. The reason here is two-fold. First, if you are going to do something, why not have fun while you’re doing it!? Secondly, people are more apt to want to continue getting to know and being around people that are fun to be around. You don’t need to have a full blown stand-up routine; just stay loose and let the good time - and referrals - roll.
5. Give to Gain - Want to position yourself to reap the rewards of networking? Sow referrals. Look at your network like a garden. If you plant a green bean seed, water and tend to it regularly and occasionally feed it with some fertilizer, you will grow a plant full of green beans. Same thing holds true with referrals. Plant referrals in your network, nurture it with consistent contact through calls, cards and conversation, feed it more referrals as you come across them, and you will receive a funnel full of referrals in return.
So there you go. Two things to get you going and three others that will help the time you invest be more effective and profitable. Sow your referrals, nurture your network, help others do the same…and then go get yourself a bigger funnel to hold the referrals you’ll get in return!
Now, Go Get ‘Em!!