7 Step Plan To Get Going With Networking

Whether you're an introvert or an extrovert, feel like you have the gift of gab or just don't know how to make small talk, networking know-how is very important for your business success. There is a notion in business that I believe most of us subscribe to that says "all things being equal, people will do business with and refer business to those they know, like and trust." And the key to this is obviously being able to develop relationships.

Think of networking as the cultivation of mutually beneficial, win-win relationships. In order to be win-win, there must be GIVE and take (notice the emphasis on give). Networking shouldn't be viewed as "events" where you go to sell your business. When effective networking is taking place, the parties involved actively share ideas, information, resources, etc.

Ok, so you know that you should be networking because it is one of the most cost-effective lead generation activities when used wisely, appropriately and professionally. But, maybe that seems easier said than done. Here's a seven step plan to really get going with networking for your business.

1. Check out several groups to find the best chemistry and perceived value. Most groups will allow you to come and visit at least a couple of times before you have to join. Go and ask around to find out why others have joined and what value they get out of belonging.

Resist the urge to just go join the Chamber of Commerce simply because everyone tells you that's what you need to do. If that's not where your target group can be found, then you might just be wasting a considerable amount of time (and money).

I'm not telling you not to join the Chamber. Just be clear about what you'd like to get out of this or any other group. If it's to find prospective clients or referral sources, then you need to be networking where those resources can be found.

2. When you find a group or two, join and go to all the meetings you can. Don't go just once or twice expecting things to happen and then if they don't quit. Building mutually beneficial, win-win relationships will take some time.

The contacts you make need to constantly see your face and hear your message. Continual contact with others over time will open up opportunities for you to go deeper and learn more about each others thoughts, ideas and capabilities in regards to your respective businesses.

Know, like, and trust generally only happens over time. Being regular and persistent will pay off.

3. Get involved - be visible. Do as much as you can to make yourself more visible within the organization. Volunteer to help with meetings, be on committees, or become a leader or board member.

Being involved does a couple of things for you and your business. First, you'll get more opportunities to establish connections and get to know some of the contacts you've made even better. Secondly, the higher the visibility you have in the group, the less you'll have to work to make new connections. Instead, as new people come into the group, they will likely seek you out because they view you as a leader within the organization.

4. Keep your circles of contacts informed. Don't just assume that running in to someone once a month (or even once a week) will cause them to start doing business with you or sending it your way. You need to let them know what's going on when you're not at that particular group in order to inform and educate them.

Send them invitations to your events or open houses. Send them email or letters to share big news or success stories, especially anything of relevance to them or those in their networks of contacts. If you believe that you have valuable ideas, information and resources to share with others, then doesn't this just make sense?

5. Work at GIVING referrals and sharing valuable information. That's right, you need to be willing to GIVE before you get. That means you need to get to know other members and what makes a good prospect for them. What kinds of information might you have access to that could be useful to them?

You may initially think you don't have much of value to share with others (besides your business and what you provide). Part of the key to getting good at giving is to not make assumptions. For example, don't assume that some basic resource (e.g., a web site) that you're aware of is familiar to someone you might be talking to just because they are the "expert" in that field. Be willing to ask if they know about the resource and ready to share if they don't.

Want to get better at actually giving referrals? Here's a simple question to ask someone you're connecting with. "How am I going to know when I meet a really good prospect for you?"

Just the fact that you are willing to explore giving will elevate your know, like and trust factor.

6. Focus on Quality, not Quantity, Quantity, Quantity. It's not necessarily about the number of connections you make, but about the quality of the ones you do make. Are they mutually beneficial, win-win relationships?

Quality connections will be identifiable because all involved parties will be actively sharing ideas, information, and resources. Yes, it is true that you need to spend some time and effort getting to know the other person(s) and what's important to them. But, you also need to be clear and actively thinking about what information or resources you want and need.

Staying in touch with and following up with a smaller number of quality relationships will generally be much more productive than trying to follow up with a larger number of superficial contacts.

7. Be persistent, but be patient. The goal of a networking event shouldn't necessarily be to come away with prospects every time you go out, but to come away with great connections. Networking usually takes time to get the relationships developed and nurtured.

Don't approach networking as a scary proposition or a necessary evil for being in business. Take the pressure off yourself and really focus on how you might be able to connect with someone you meet. Focus on them first and look for ways to be useful to them. As you become known as a connector you'll eventually be ready to reap what you sow.

(c) - Kevin Dervin, KPD Marketing

About the Author:

Kevin Dervin is focused on helping small businesses that are ready to grow, but struggle with how to consistently attract more clients. Visit http://www.proven-small-business-mar keting-solutions.com for more great marketing information you can put to use in growing your business today.

Find Kevin's Kansas City based KPD Marketing practice at http://www.ABCDgrowth.com and subscribe to his free ezine called ABCD Grow.

---

Measuring Value for a Networking Group

How do you measure a group's worth to your organization?It is sometimes necessary to measure the value of a group. You may be asking yourself why you would want to measure the value... Read More

How to Get More Visibility, Increase Your Influence, and Get More Referrals

Earlier today I was helping a client develop a better strategy to generate more referrals from local businesses. While that particular client owns an orthodontic practice, the ideas I gave him will work... Read More

Develop a Great Network - Pay It Forward for Maximum Success

Who needs a network of people to talk to about the struggles you're encountering in your profession? You do! The more people you have in your personal network, the more people that can... Read More

The Promotion Factor: Seven Strategies to Promote Yourself and Your Business by Playing Golf

Effective business promotion is more powerful than advertising. Using golf is one the best ways to increase your business and personal success. Playing golf is the foundation for networking and recruiting. Think about... Read More

Keys to Successful Networking While In Transition

Let's be real. With other pressures of life upon us, having to network can be a burden and increase stress levels.How we decide to spend valuable time networking will determine our direct success... Read More

Networking - How To Do It

Networking is probably the oldest, easiest, most effective and least expensive way to get more business. It doesn't necessarily involve selling your product or service but it does mean selling yourself. However, that... Read More

Volunteering for a Networking Group

When is it appropriate to volunteer to take a position in the group?Have you heard the saying that "the fastest way to get anything done is to ask a busy person"? It is... Read More

Ask for Referrals: And Get the Answer You Want!

Why are people scared to ask for a referral? Is it the fear of rejection, or do they think that it will annoy their client. If you have been giving 100% to your... Read More

Build Your Business through Strategic Networking

Networking ? it's the latest business trend. Or is it?Actually, business owners have always engaged in the art and science of networking. Only years ago it didn't have a name. Business owners would... Read More

Sticky Situations: Nametag Best Practices

Because a person's name is the single context of human memory most apt to be forgotten; because self-disclosure is the single most effective way to build rapport and connect with people you just... Read More

How To Make Your Next Networking Event A Success

There are people who are natural born networkers - those people that can make conversation in any situation and have no problem walking up to complete strangers. This article is for the rest... Read More

Five Best Ways To Build A Network

I have been working from home on the internet for over 3 years now. 18 months of that was spent trying out various different programs trying to find things that would work for... Read More

You Can?t Spell Networking Without Serendipity

"Fear not to entertain strangers for by so doing some have entertained angels unaware."This quotation is from the book of Hebrews, which means it probably has nothing to do with networking.Or does it?Networking... Read More

The 4 Actions of Awesome Hospitality

These Actions of Awesome Hospitality? will help you manifest the power of approachability through your organizational front porches.AWESOME ACTION #1: Go Beyond the Door My friend, Pastor Bob Farr of the St.... Read More

The 7 Habits of Highly Horrible Networkers

Networking is a term that didn't exist (academically) until almost 40 years ago. It's a word uttered in and around the business world every day, yet is unclear to most as to how... Read More

Networking Know How

Networking, even to a seasoned professional, can seem intimidating or scary at times. The reason for this is due to the fact, that networking can be positive or negative! We don't often think... Read More

How to Announce a New Product

How can the introduction of new products affect the way I network at meetings?When I have a new product to launch, I make sure that I have a 20 to 30 second pitch... Read More

Should You Offer Commissions For Customer Referrals?

As a small business owner you may find yourself in a situation where you want to partner with another business but they are asking for a commission on your services. You will want... Read More

34 Power Affirmations for Networking with the Affluent

Here are 34 affirmations I have created after studying the book "Networking with the Affluent" by Dr. Thomas Stanley. Even though the book is targeted to sales people, I believe that it is... Read More

Lessons from the Wedding Mafia

One of my clients shared a story with me from his networking group, a chapter of BNI. Ivan Misner, the creator of BNI talks about what he calls "contact spheres".Here's how it works:... Read More

Marketing Essentials: The 15 Second Elevator Speech

You're at a conference. Someone steps in the elevator, notices your name tag and asks, "So what do you guys do?" Quick -- what's your answer? You've got about 15 seconds before the... Read More

Alcohol & Events

Many people associate alcohol with relaxation and fun, so it is an important ingredient for a successful event. However, it can be a problem and too much alcohol can cause a great deal... Read More

Networking: Is Your Approach Too Self-Centered?

It's a classic mistake by networkers: their approach is focused on their own needs rather than on the needs of their contacts.Fortunately, a popular new book by Bonnie Lowe makes it easy to... Read More

How to Shmooze

Definition: talk idly or casually in a friendly way Value: pricelessGearheads like me have trouble understanding that great ideas and hard work aren't enough... you gotta shmooze too. Every day we deal with... Read More

Business Networking ? Extroverted Web Weaving for the Introvert

If you have been in business for any amount of time, you go to networking events. Did your body just seize up? Was there a swelling of nervousness in your gut? Are you... Read More

Networking in the Change Room: 5 Ways to Network Effectively While Getting Undressed

There's a time and place to network with people in order to generate leads, build rapport and form meaningful relationships. The change room at your gym, spa or country club isn't one of... Read More

The Secrets to Networking Success

Recently I was interviewed for a book on networking. My first response was, "Hey, I don't network. I hate that stuff."In other words, you won't catch me dead shaking hands and passing out... Read More

How to Create an Interest Story for the Press

What makes a good interest story?An interest story is just that, an interest story. It means that you have something interesting to say and therefore have something of interest to be printed. The... Read More

The A-B-Cs of Networking

In the workplace - and when dealing with workplace matters - networking is a powerful tool. And the same is true in personal and social situations, where friends and family can provide you... Read More