Understanding How to Network

Networking is a word that is used for attending events, connecting, sharing, and researching prospects and vendors to do business with.?In short, according to Merriam-Webster online and quoting them it is “the exchange of information or services among individuals, groups, or institutions” or “the cultivation of productive relationships for employment or business”.?However, why is it that some networking events we attend leave us unfulfilled and disappointed??Most people that attend an event don’t understand what the event is about, or how to network and then quickly are frustrated with the event.

Research different events and make sure that your target demographic will be present and that it is the type of event you wish to attend.?For example, there may be several events taking place in your community or county, some are free and others will require a ticket purchase to attend.?There are a variety of event types for networking from the casual meet and greet with appetizers a cash bar, formal speed networking events, and specific activity-type events such as golf, bowling, etc. that will have a networking component to them.?

There are six primary reasons people choose to attend networking events:?1) To Build Valuable Relationships, 2) To Seek Expert Advice, 3) To Find New Opportunities, 4)?To Help Others, 5) Recruit Talent for your Company or Organization or to 5) Research New Clients or Suppliers to do business with.?

Thus, before you commit to attending a networking event ensure that you know what reason you are attending.?If you don’t have a clear purpose or set of reasons to attend you will find that it will be a very futile event for you. For example, if you want to meet new clients to do business with it might make sense to find industries where your target market is present and look for events that are in this industry.?

Research networking events by industry online, and check with your customer to learn what associations and events they attend.?Then do your homework and learn more about who they are what they do, how many members they have, what type of events they have, and where they have them.?

Remember that networking is not just in-person and leverage all of your social media to stay connected with your clients, prospects, and suppliers on platforms such as Linkedin, Instagram, and others depending on your specific target markets.?Follow your prospect's/client's pages, like their articles, and posts, and also engage with them.

Whether you are a solopreneur, part of a small company, a medium corporation, or a large enterprise know your weakness and strengths and play on your strengths all the time.?If you don’t know what your strengths and weaknesses are, find out what they are before you network.

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When you attend a networking event realize you may have to step out of your comfort zone and meet plenty of new people.?Remember that when you network you should be listening more than you speak.?Also, as Dale Carnegie said remember to do two important things:?1)?Learn their name, say it correctly, and if you don’t know how to say it ask them to pronounce it for you.?The second thing you should do is to strive to become genuinely interested in the other person.?People can tell when you fake interest, thus make it your intent to be genuine from the first handshake or the moment you first make eye contact.

If you intend to attend and try to pitch people your product/service many will walk away from you as no one wants to be sold.?Thus, listen, listen, listen understand your prospect's challenges and what they are going through.?When you network it is paramount to listen and offer value such as referring them to someone else that may be able to help them if this is an area you don’t handle.

Whether you are on a ship, at a hotel bar, restaurant, sports arena, or another venue neither of your business cards should leave the respective pocket unless permission has been first given to exchange cards.?I remember being on a boat and talking with a prospect when another person rudely interrupted me and said here take my card I will catch up with you later.?I respectively responded by saying:?“if you give me this card it will go in my left pocket, but if you wait a few minutes till I’m done talking with this person your card will go in my right pocket”. He was flabbergasted as to why I was saying this and I told him “all the cards in my left pocket are being deposited in the trash when I get off the boat and only the ones in my right do I have any intention of following up with later.

Also, it is important to not monopolize the person the whole time by keeping your conversation to 2-4 minutes.?I would like to talk to several other people tonight but would like your permission to exchange cards so we can set up a time to follow up further, would that be ok.??????????

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Lastly, after you leave make sure you follow up within 24-48 hours with all the people you spoke with this evening via e-mail. I recommend email as it will be the least intrusive method and when the other person is ready they will reach back out to you.

There are many other tips I will share in the future but this was just meant to be an introduction to how to network with integrity and respect to build long mutually beneficial relationships.

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