Genius Simple Networking – Rethinking the Box
“The first thing you must realize about networking is that it’s not about you. Networking is like life – it’s bigger thank you, me or anyone. Networking is about bonding and sharing. You don’t need to be a genius or have any special skills to network. You must be interested in helping people out.”
— Dave Block Make-It-Fly
1. Relax – Look for reciprocal relationships. You may feel like everyone in the room is connecting and deals are being made, but conversation is the only thing that is going on … join in! Knowledgeable networkers are in a process of discovery, asking open-ended questions to get to know the other person. If you pressure yourself, you will begin to hate networking. If you view it as discovery, enjoying others and making friends – you will suddenly find yourself having fun and being a more effective networker.
2. Help Others First – And you will receive help later. Give people something of value when you meet them – your card (which should communicate how you serve others for a living), a lead, advice (if requested), work tips (new software or business book), play tips (fun vacation spot or restaurant). Search for common ground. If you help people out without any expectation of a reward, you will win an extremely valuable marketing asset: trust.
“If you help enough people get what they want, you will always get what you want.”
— Zig Ziglar
3. Don’t Judge – The obvious high rollers in the room may roll all over you. Talk to anyone accessible and treat them special because they are. You never know who you are talking with or who else they know. Author Bob Burg contends that every person knows 250 people. Often the real achievers in the room are very self-effacing and modest – they are not out to prove anything.
4. Business Cards and a Small Pad and Pen – Give everyone you meet a business card (not just your everyday 2” x 3 ½” card – hand out a mini-brochure: two-sided in an unusual size or shape, eye-catching with a memorable and branded design). Be sure to get one from them. Comment favorably on their card – it is a reflection of the giver. Check for an e-mail address. If there isn’t one, request it. Ask if you can put them on your “list” for contacting later. Always have a small pad and pen. That way, you can write down contact info, a relevant article, a referral, a lead, a tip, a to-do item, etc.
5. Be Empty – Don’t go into a networking event all filled with your goal, an elevator speech, a mission statement, or an agenda. If you are full of your own stuff, how are you ever going to have a space to let someone else into your world. There is a natural flow to networking events. If nothing seems to happen, it may be that you are just in the wrong group or crowd and that you need to be more selective about the groups that you get involved with or the events that you attend.
6. Follow Up – The best networking ritual that people take away from Bob Burg’s seminars on “Endless Referrals” is that of writing small thank you notes as a memorable follow up; a simple phone call or e-mail can also fill the bill.
“All things being equal, people will do business with, and refer business to, people they know, like and trust.”
— Bob Burg Endless Referrals
7. Not Everyone is Your Customer or Associate – There is a time to be judgmental and that is when you decide whether or not you want to follow-through with someone that you met at a marketing event. Most people think of qualifying a customer as a credit check (i.e. do they have the money?) Professional networker, Dave Block, states “Every year I pray we get the right customers. They can make or break you. I recommend setting up definite criteria, referring to them often, as you go through the networking process. Attitude and spirit can outweigh the money.”
8. Ask – If during the natural networking process you find that you want something – a lead, referral, tip, advice, even a sale – just ask. You might surprise yourself and get what you want.
Note: Orbit’s approach to networking is a learned behavior from association with one of the best — Dave Block of Make-It-Fly. A similar philosophy can also be found in the book Endless Referrals, by Bob Burg.
Brand well and prosper!
Andy Cleary