Your Networking is a Dumpster Fire

Can you smell the burning rubber of wasted effort?

Do you hear the crackle of your financial potential going up in flames?

Can you feel the heat of embarrassment as you realize your lame networking approach might be what's feeding the inferno?

Your networking strategy is not just failing; it's a blazing dumpster fire, lighting up the night with every missed connection and squandered opportunity.

You can extinguish these flames by correcting the five cardinal networking mistakes you make daily. Nicola Gelormino and I outline them and the solution to each in the article below.

1. Asking for Something Before Delivering Value

The Misstep: A common faux pas in networking is the premature ask. Imagine meeting someone for the first time and immediately requesting their assistance, a job referral, or an introduction to a contact in their network. This approach can be off-putting as it sets a transactional tone for the relationship, neglecting the crucial element of mutual benefit.

Professionals often forget that networking is a two-way street. The focus should be on building a relationship rather than a quick quid pro quo. The initial interaction sets the tone for the relationship, and leading with an ask can imply that the relationship will always be more about your needs than a mutual exchange.

The Fix: Start with giving, not taking. Focus on what you can offer to the other person without an immediate expectation of something in return. This could be as simple as sharing an article you think they'd find interesting, offering your expertise on a subject you know they're passionate about, or introducing them to someone in your network who could help them.

Building genuine relationships is vital. Take the time to learn about the other person's interests, challenges, and goals. You're laying a foundation of goodwill by showing genuine interest and offering your help where you can. This doesn't mean you shouldn't seek help or ask for introductions eventually, but such requests come more naturally and are received more positively within the context of a relationship where you've already provided value.

Consistently providing value helps establish your reputation within your network as helpful, knowledgeable, and generous. This reputation will precede you, opening doors and creating opportunities in ways that a direct ask never could.

2. Networking with People Who Are Not or Do Not Know Your Ideal Client

The Misstep: Casting a wide net in networking without a strategy can lead to much activity with little return. Investing time in networking with individuals who do not know or work with your ideal client is a common mistake. While it's true that networking broadly can sometimes yield unexpected opportunities, it more often leads to inefficient use of your most limited resource: time.

Professionals sometimes operate under the misconception that more connections equal more opportunities. However, not all connections are created equal when achieving your professional goals, especially if your networking efforts do not align with reaching your target audience or market.

The Fix: The first step in rectifying this is clearly defining your ideal client. This involves understanding not just who they are demographically but also what challenges they face, what solutions they might seek, and where they are most likely to look for these solutions. Armed with this information, you can strategically target your networking efforts toward individuals and groups where your ideal clients are present or represented.

Once you've identified your ideal clients, focus on building meaningful connections within these circles. Engage in industry-specific events, join online forums, and participate in community groups that align with your target market's interests. When you network purposefully, your efforts are more likely to lead to valuable connections that can directly support your business goals.

Additionally, don't underestimate the power of a referral. Networking with professionals who may not be your ideal client but understand your business value and can refer you to potential clients is incredibly valuable. In these cases, ensure that your new connections fully know what you do and the specific value you provide, making it easier for them to refer you to others in their network.

3. Not Following Up After Meeting Someone

The Misstep: The networking magic doesn't lie in the initial meeting but in what follows. Many make the grave mistake of not following up after the first encounter. Failing to follow up means missing out on fostering potential relationships that could have flourished, whether it's due to busyness, forgetfulness, or fear of being bothersome.

Without follow-up, even the most promising connections can quickly cool off and fade into obscurity. The initial meeting, while important, is just the starting point. It's the continued engagement that builds relationships, trust, and, ultimately, opportunities.

The Fix: Implement a consistent follow-up strategy. After meeting someone new, send a personalized message within 24 to 48 hours. This message could reference something specific you discussed, offer additional resources, or express appreciation for their time and insight. The key is to make it personal and relevant, showing that you were genuinely engaged in the conversation.

Beyond the initial follow-up, look for opportunities to keep the conversation going. Share articles, reports, or other resources related to their interests or challenges you discussed. Invite them to events or webinars that align with their interests. The goal is to remain present in their mind as a valuable connection, not just a one-time encounter.

Moreover, integrating technology can streamline your follow-up process. Use contact management software to track your interactions and set reminders for follow-ups. This ensures that no connection falls through the cracks and that you're systematically nurturing your growing network.

4. Talking Too Much and Not Asking Enough Questions

The Misstep: Many professionals fall into the trap of dominating conversations, leaving little room for others to share their thoughts, challenges, and successes. While conveying your expertise and value is important, networking is not a monologue. Making this mistake can leave your new acquaintance feeling undervalued and uninterested in continuing the relationship.

This approach hampers your ability to learn about the other person. It diminishes your chances of discovering how you might genuinely help them, which is the bedrock of building a meaningful professional relationship.

The Fix: Embrace the power of curiosity. Approach each networking opportunity with the mindset of learning as much as you can about the other person. Prepare open-ended questions that encourage them to share their experiences, opinions, and needs. Listen actively to their answers, showing genuine interest and seeking to understand their perspective fully.

As you listen, look for areas where your skills, knowledge, or network could benefit them. This doesn't mean you should rush to offer solutions immediately. Instead, use what you learn to think creatively about how you might help and provide your assistance or advice when it's appropriate and welcomed.

Furthermore, practicing active listening reinforces your reputation as someone who values others and their contributions. This can set you apart in a world where too many people focus on broadcasting their achievements. People remember how you made them feel, and being heard and valued is a robust foundation for any professional relationship.

5. Not Employing Leverage in Your Networking by Connecting with a Structured Networking Group

The Misstep: Many professionals overlook the power of structured networking groups, opting for a more haphazard approach to making connections. While serendipity can play a role in networking, relying solely on chance meetings and random connections is often inefficient.

Structured networking groups offer many opportunities for professionals to connect with others in their industry or similar business interests. These groups are designed to facilitate meaningful exchanges, often focusing on mutual benefit and support. Ignoring these resources can leave significant opportunities on the table.

The Fix: Dive into the world of structured networking groups. These organizations, whether industry-specific or more general business networking groups, provide a forum for professionals to meet regularly, share ideas, and support each other's growth. Being part of such a group can exponentially increase your visibility and opportunities for meaningful connections.

When selecting a networking group, look for one that aligns with your business goals and values. Consider the group's membership composition, the regularity of meetings, and the format of these gatherings. A group that encourages active participation and has a clear structure for members to contribute and benefit from the network will likely be the most valuable.

Once you've joined, commit to being an active participant. The more you put into the group, the more you'll get out of it. Offer your expertise, refer business to others, and take advantage of opportunities to collaborate. Over time, you'll expand your network and strengthen your reputation as a valuable member of your professional community.

Avoiding these five mistakes can transform your strategy from a dumpster fire to a beacon of opportunity when navigating the complex world of professional networking. By focusing on delivering value, targeting your efforts, following up, listening more than you speak, and leveraging structured networking groups, you're not just networking but building a community of mutual support and opportunity.

If you want to fix your networking, there is a group that can help you. ProVisors is a national community of professionals dedicated to helping each other grow and succeed in business while developing lifelong friendships. Depending on where you live, you can reach out to the following people for more information:

New York or South Florida: Nicola Gelormino or Dave Lorenzo

North Florida: Dean Maratea

Boston: Shep Becker , Tony Laurentano or Amy Cashore Mariani

Chicago: Carrie Jung , Ken Scales or Tom Latourette

Northern California: Ian Burditt or Richard Wang

Los Angeles: Paige Murphy

If you live anywhere else, we are happy to help. Message Nicola or me and we will get you in touch with the perfect person to make your networking more productive.