tips for effective business networking – by sonia vohnout

In my last post, I talked about one of the most important reasons to take a business trip was to network. So today, I decided to talk about effective business networking, which is all about the development and maintenance of mutually valuable relationships…over time.  If you only network because: a) you need new customers, b) you have a new product or service to sell, or c) your boss forced you to do so, you are going to be a “highly horrible networker”.

I did a quick search on the web by Googleing “networking tips” and I got the following articles/blogs that caught my mind:

1. 10 Tips for Successful Business Networking, by Stephanie Speisman
2. Top 10 Conference Networking Tips, by Scott Allen
3. 7 Unusual, Uncommon and Unexpected Networking Secrets to Help Boost Business, by Scott Ginsberg
4. 7 Habits of Highly Horrible Networkers, by Scott Ginsberg

My summary is as follows:

1. Networking is about attitude, being genuine and authentic, building trust and relationships, and seeing how you can help others.  Networking begins with attitude.  Networking is not about:
   • selling products and services to everyone in the room
   • distributing as many of your business cards as you can possibly give out
   • and it is not about you
2. Optimize your networking in meetings, conferences or tradeshows:
   • Why are you participating  in networking meetings? You need to identify groups or folks that will help you get what you are looking for. Some meetings are based more on learning, making contacts, and/or volunteering rather than on strictly making business connections.
   • Have a plan in advance, don’t show up unprepared. Know in advance whom you want to meet, which speakers you want to hear, and what booths you want to visit.  If you know that there will be people in attendance whom you know that you would like to see, call or email a few weeks in advance to schedule a time to meet.
   • Say hello to people, ask questions, and listen.
     • By using a simple “hello”, it will be easier to talk with folks when you see them again.
     • People are usually more interested in themselves than they are in you, so ask them questions to help them get to talking and do a lot of listening.
     • Ask questions such as who, what, where, when, and how as opposed to those that can be answered with a simple yes or no. This opens up the discussion and shows listeners that you are interested in them.
     • Utilize the time on breaks to meet and talk with others rather then to use your phone or laptop. You do not want to send the message that you are unapproachable because you are busy.
   • Introduce others. Be the conduit who connects people with others who might be beneficial to them.
   • Have a clear understanding of what you do and why, for whom, and what makes you different from others doing the same thing. In order to get referrals, you must first have a clear understanding of what you do that you can easily articulate to others.
     • What is your story?  It is not your Elevator Speech or your 30 Second Commercial. It’s your story. It is a tool for helping people and potential customers get to know you and connect with you.
   • Be able to articulate what you are looking for and how others may help you.
   • Follow up quickly and build the relationship. When people give you referrals, your actions are a reflection on them. Respect and honor that and your referrals will grow. Own the follow up after you meet people and send them an email or a handwritten note telling them how much you enjoyed talking with them, and plan for future discussions, have an action plan and well defined opportunities for collaboration.
     • Stay in touch on a regular basis. If you let more than a month go by without making contact they’ll forget that you exist.
     • Demonstrate the value of your expertise or products by sending prospects and clients an idea or suggestion they can use right away
   • Pull information.
     • Get business cards from prospects.
     • Gather information from everyone you meet.
     • Expand your network by asking those you meet for referrals to other prospects.
     • Enter information into your database.
     • Stay in touch and regularly demonstrate the value of your products and services.
3. Become known as a powerful resource and subject matter expert for others. When you are known as a strong resource, people remember to turn to you for suggestions, ideas, names of other people, etc. This keeps you visible to them.
   • Hold volunteer positions in organizations. This is a great way to stay visible and give back to groups that have helped you.
   • Offer to give talks. By speaking, you position yourself as an expert, validate your credibility and increase your company’s visibility.
   • Write and publish. Another underused networking tactic is writing articles or tip sheets about hot topics in your industry.
     • Similar to speaking, writing articles in a publication read by your target market is the perfect way to position you and your company.
     • Blog.  If you don’t already have a blog for your business – get one. A blog is an online journal on which you can post comments, links, stories and articles. This popular new medium through which to share your feelings, experiences and emotions is a free and fun way to network with other online professionals.

So there, I have written Sonia’s 3 networking tips: have the right attitude when you network, optimize your networking opportunities,  and become known as the subject matter expert (SME).

Any tips you would like to add or share with us?

Until next time!

Sonia