My husband is NOT a fan of networking. He thinks that people who “network” do it solely for social purposes and that it’s a complete waste of time. Recently he said “you will never see highly successful business people at a ‘networking’ event.”
He has also been known to say “the only thing ‘networkers’ want to do is show off their clothes, drink cocktails and be seen.” Needless to say, I avoid using the term in his presence.
I however believe that networking can be a very effective way to build business and get great exposure if you do it correctly. The key is understanding that networking is not only about exchanging business cards and shaking hands. It’s about nurturing long-lasting, mutually beneficial relationships.
Just last week, I attended two fantastic events geared toward women business owners. One was hosted by the Women’s Leadership Exchange, a phenomenal group based in New York. The event featured Carolyn Kepcher, best known from her role as Donald Trump’s right hand on the early seasons of the Apprentice. More than 125 other women in business attended this daylong event.
Because I understand the value of networking, I not only met Kepcher, but she contacted me a couple of days after the event and invited me to be a part of her newest venture (more details coming soon). I also met a dozen or so other women and wound up with contacts that potentially could help me fulfill every business need I have — i.e. a virtual assistant and a business coach.
The second event was sponsored by the Professional Women’s Network. I was the main speaker at this event and talked about how to use media to position yourself as an expert. After my presentation, most of the 60 or more women approached me with questions and purchased my CD and other products. Just today, one of the women I met called me with a potential business opportunity.
Unfortunately, my husband, and others like him see little value in events like these and therefore don’t attend them or don’t maximize opportunities when they do. I believe that in order to maximize networking opportunities, you must do 4 things:
1.) Have a specific goal when you attend a networking event. Don’t just show up somewhere, walk around aimlessly and hope business will fall in your lap. Instead, choose your events wisely and have a plan of exactly what you want to get from the event. New clients, referrals, etc. think about these things before you invest the time and energy to attend.
2.) Do more listening and less talking. When you meet someone with whom you have things in common, let them do most of the talking. Ask them questions, show them you’re interested. This is how you determine whether you want to take the next step in building a relationship with them.
3.) Always follow up. If you bother to take someone’s business card, plan to follow up, either with a handwritten note or a personal email. This puts you one step closer to establishing a professional relationship with that person.
4.) Before you ask for something, be willing to give something. Too many people who network do it for selfish reasons. They’re looking for people to give them help, guidance or advice. But remember, any kind of real relationship must be give and take so be willing to first offer to help the other person with your professional expertise. When you do, they’ll be more than happy to assist you.
Jan Dore has a great way for women in business to connect. It’s a website called Femalepreneurs.com. The site is designed to help busy women network with each other while learning how to better run their businesses or climbe the corporate ladder.
Share your stories of networking success here. Let’s prove hubby wrong!
2 Comments
May 30, 2008 at 3:43 pm
I met barbara Karstrom at the PWN event I spoke of in the post. She emailed me with this to say:
I wanted to share with you my best networking comes from my BNI Group which allows only one person per industry and our chapter generates 1,000 leads a year to each other. If you ever want to attend a breakfast meeting, we meet at Kingsburry Waffle in Flossmoor Commons at 7AM Tuesday and you are out the door by 8:30AM. Our website is referrallink.biz.
May 30, 2008 at 10:39 pm
I have recently picked up a valuable tip on effective networking from Bob Burg’s book Endless Referrals…..his advice is to ask a lot of questions and be a great listener at networking events. Be genuinely interested in the other person. I love this approach and it works. Ask people how they got started in their business. Ask what type of client they would like to have referred to them. Ask them how long they have been in business etc…
And, I agree with Barbara as well that BNI works!
Cheers!