Networking as business development strategy - Improving how it works

This year there's a lot of news and new approaches in networking, yet some things always remain the same.

There are new approaches to networking advocated by the folks at ProIntroNet, which launches groups with an education-oriented focus and an approach they call "golden rule networking."  Also went through some training based on "7-Levels of Communication" book by Michael Maher - interesting ideas, and I'm putting some in place. A group at TwinWest Chamber of Commerce just re-established its purpose - why we invest time in networking together -- it's not about collecting business cards or meeting a referral slip quota, but about helping each others' businesses grow.

So, what remains the same?  Some things work, some things just don't work, and it all comes down to attitude.  Here's 3 of each -

3 things that work

• Right places, at the right levels.  While you never know who someone knows, if you want to meet bankers, networking with website developers or multi-level marketers is not a good investment.
• Repeated contact and presence matter.  People have to know you, like you, and trust you to refer you, or even be OK with being asked.  If you join a group or attend a recurring event, at least be a regular and a contributor, if not an organizer.
• Good first impression, then consistency.  To earn people's trust, you have to reliably do what you say you will do.  In networking, that means showing up and contributing.

3 things that DON'T work --

• Pitching.  Soliciting a sale on first contact is enormously ineffective, and usually makes a lasting bad first impression.
• Asking near-strangers for referrals.  Why would anyone refer a valued client or person of importance to a stranger?  That "know-like-trust" has to happen first, or asking is rude and pointless.
• High volume card exchange.  If someone wants your card, they'll ask for it; if you push it on someone, it may find its way to the trash by the Exit; it will not ever result in follow-up.

Why do people still do these? If you know, please reply!

3 essential attitudes for effective networking

• Curiosity.  When meeting new people, you never know what interesting things you might learn. Genuine curiosity about the person, their life, their work always leads to learning of some sort. 
• Connection.  Wanting to discover real points of connection - common interests, people, history - and willingness to explore them is good conversation, at least, and could lead somewhere.
• Giving.  Really having the attitude of giving - making connections, recommending resources, paying attention, being fully present - is the most important single truth about networking.  You have to give before you can expect to receive - and if you focus on giving, it works.

Effective Learning for Growth occasionally does workshops on networking, at high efficiency and low cost.  These are intended for those who want to change their perspective or sharpen their skills, and include some fun elements ("how to handle a bad handshake" or "how to remember names" for instance).  To see when the next one's coming, check here: http://www.effectivelearningforgrowth.com/events.html

Networking for Professionals - Top 5 List for Improving Results

CPA's, lawyers, engineers use networking to meet potential clients (as do business owners, entrepreneurs, and so many others!).

When professionals network to find clients, here are 5 best practices that lead to better results.

1. Go where clients gather.  Not all network events are equal.  The managing director of an accounting firm told me yesterday that many Chamber of Commerce events are "mostly salespeople talking to other salespeople." If you're looking for salespeople, great!  If you're looking for business owners and decision-makers, you're in the wrong place.
   
   
2. Know why you're there. You can set goals and objectives for the outcome you want from the event, such as "meet at least 5 interesting people" and "arrange follow-ups with at least 3 people."  You're not there for the chicken wings, or to talk to the people you already know, or to add volume to your business card collection.
   
   
3. Arrive early.  This lets you get used to being in a crowd while it's still small. If you go to the name tag table, you can also see who's coming that you might especially want to meet. You may even take the role of greeter and connector.
   
   
4.  Focus on first impressions.  Pay attention to your own and others' body language, handshake, appearance, expressions, and first words.  You get (and give!) more information from the first few seconds of a relationship than you realize. 
   
   
5. Listen.  The best first impression you can make is being a great listener.  And the more you listen, the more you learn, the better you'll know the people you're meeting. Conversely, the more you talk...

These are 5 of the best of best practices for improving results at networking events.  There are so many more available at the micro-seminar on networking next Wednesday. To learn more, click Networking Micro-Seminar