The Real Secrets of Networking - Part 4

This Weeks Feature Article

Well folks,

Here we are again...

One of the most fundamental things that a person has to do BEFORE they go out to a networking function is set a goal... if you don't, you will miss the mark when it comes to laying down a solid 'foundation' that is critical... BEFORE you even go out and meet your first prospect in a networking situation...

If you choose to ignore these hidden steps to networking... then it is likely that YOUR networking efforts will be less than stellar...

That's what "The Real Secrets of Networking" shows you...

If you had the opportunity of reading the first instalment of "The Real Secrets..." congratulations... for those who have missed out here is the link to that newsletter... and I would encourage you to check it out from the beginning of this series...

The Real Secrets of Networking

Happy reading... and happy networking...

Do You Know Why You Network...? What Is YOUR Networking Purpose?

Surprisingly, most business people don't network... for a number of reasons...

Not enough time... don't know how... don't perceive the need... not motivated... don't see any value in it... or they simply don't like the way 'networking' has been done for the last few decades in the business marketplace.

Of those that do, many business people don't know how to network successfully.

They don't follow any kind of process... and most don't actually know why they network.

This last point is important because I'm not talking about getting leads, trying to get business or socializing.

I'm talking about the fact that the majority of people in business don't have anything that remotely looks like a networking goal.

Without a goal, what are you hoping to achieve through your networking (probably what you are achieving now... a whole lot of not much)?

Over the years many people have asked me, "Why am I so successful at networking?"

The answer has two parts.

Firstly, my attitude to networking and secondly, my goals in networking (by the way... what I am sharing are my opinions and are based on many years of experience both good and bad).

Let us start with an attitude towards networking.

Networking, is not an endgame... it is a beginning game.

Networking is a very powerful process... NOT a VERB (doing word), which is how most people use it.

Going to a networking function is NOT about pitching my product or service to as many people as possible, collecting as many business cards as I can or making myself look good... by putting down my business competition.

You might say, of course not... that would be ridiculous.

However, I see this happen time and time again at networking functions, and if you don't believe me, take some time and have a look and listen at your next networking event... you will not only be surprised, you'll be mortified.

Networking functions have two real purposes.

One thing that everyone need to understand about most networking functions... EVERYONE in that room is a seller... NO ONE in that room is a buyer...

So the first purpose is... to make a connection... nothing more... just to make a connection.

Everything else that follows happens outside the networking function.

And secondly, to catch up with business acquaintances and further develop your relationship with them... AFTER you have achieved your 'networking goal'.

And an added benefit of some networking functions is that they can have a great guest speaker who can share real knowledge and information that can help your business... so an educational component can be a bonus...

Now, what is this GOAL thing about?

Over the years I have asked thousands of people one simple question... "What is your networking goal?"

Over 96% (my statistics, from my own research) of people in business, not only don't have a goal, they don't know what I'm talking about.

"A networking goal... what for?

Why?"

Now before I go any further, please understand, these are my goals that I determined for myself quite a few years ago (yes, I WAS one of those who didn't have a goal then either), but they have worked exceptionally well for me, and continue to do so.

YOU need to determine YOUR needs and wants and create YOUR own goals that are going to suit YOU and YOUR business requirements.

?I have two goals whenever I go to a networking function:

1. To meet three people in business, WHO I DO NOT KNOW and whom I can help in their business through either my connections or my skills.

(I am NOT there to?collect business cards, or just catch up with friends, although I do say hello. I will often talk to several different people before I achieve my goal of three connections. I don't hand out cards unless asked, you do need to be polite, and I don't ask for cards unless they are from my chosen three (although I will take a card if offered... NEVER be rude). I move from individual or group with purpose and continue until I have achieved my goal).

2. My second goal is to identify two businesses which could become potential strategic alliances or referral partners.

(These are people where we have mutual synergies. These can even be businesses that belong to friends. These NEED to be businesses where we can work together and assist each other to mutual benefit, success and profitability. I have often found that those businesses do not generally come from the people I had connected with earlier. Although on a couple of occasions, they have been the same person and business).

?

Your goals need to be clearly defined and simple, but most importantly, like all things that create massive success, they need to be applied consistently.

Looking forward to sharing The Real Secrets of Networking - Part 4... real soon...

Happy Networking!

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