Networking. Love it or not, when done correctly, it’s one of the easiest and fastest ways to attract ideal clients and increase your revenue.
Entrepreneurs who don’t enjoy networking often feel that way because they have convinced themselves that they aren’t good at it. Another common reason for resisting in-person networking is that some haven’t enjoyed the results they expected.
Being effective at networking is certainly an acquirable skill. If it’s not one you currently possess, rest assured you can learn it with ease. If you happen to be great at networking, you’ll be happy to know that with a bit of ongoing effort you’ll continue to connect with ideal prospects and close more business.
So how does one go about using networking opportunities to create opportunities and attract ideal clients? Following are seven simple tips that will put you on the fast track to success:
| 1. | Understand what networking is REALLY all about – My friend Devora Zack, the author of Networking for People Who Hate Networking, defines the activity as “the art of building and maintaining connections for shared positive outcomes. That means that networking is about making connections with the people you meet. It is NOT about selling. Keep this in mind as you head into your next networking opportunity. |
| 2. | Don’t network just for the sake of doing so – Have a purpose and a goal! Choose where you spend your networking time wisely. Commit to ONLY attending events where you can connect with large groups of prospective clients or prospective referral partners. If neither of these groups will be in attendance, neither should you. Also, decide – before you even register – what your specific goals are for attending the event and set the intention that you will create the opportunities you are looking for. |
| 3. | Research who else is already gathering your ideal clients en-masse – Then, join that organization / association / club and start attending events. Get to know the group leaders and make yourself available as a resource. Volunteering is a great way to meet the members of the group and create visibility for your business. Also, remember to take full advantage of all of the benefits of your investment in the organization or the event. You’ll ONLY get out of it what you put into it! |
| 4. | Leverage your natural style when networking – This is an important point that I learned from Devora. Whether you’re an introvert or an extrovert, you can be successful when networking. You will make it more difficult on yourself if you try to be something or someone you’re not.If you’re an introvert and feel like you have to “work the room,” you’re going to be completely uncomfortable and undermine your efforts to connect with others. If you are an extrovert and attempt to work against your natural tendencies, you may come off as “rehearsed,” which is not so attractive. So, learn to use your natural style to your advantage. Show up as your authentic self and be who you are. You’ll feel much more comfortable and enjoy far better results from your networking efforts. |
| 5. | Follow-up on ALL interest within 48 hours – This is imperative, and it’s where so many drop the ball! If you’re not going to follow-up with the folks you meet, there is no point to investing time, energy and money into networking in the first place. 99.9% of the time, turning a networking opportunity into closed business requires a follow-up meeting, phone call or email. If you don’t follow up you are absolutely leaving money on the table and missing out on valuable opportunities. Learn my proven 7-step system for effective follow-up so you can take full advantage of the connections you make when networking! |
| 6. | Present yourself as knowledgeable, but be sure to project warmth and sincerity. The right attitude, the right posture, and an engaging smile will go a long way to attracting ideal clients, before you even open your mouth! Your demeanor must be one that is approachable. You may know a lot – but no one likes a ‘know-it-all.’ |
| 7. | Put your knowledge to work for you by offering to assist others. You will be appreciated for generously sharing what you know and what you do, giving others just one more reason to recommend you to those who are in need of the service your business provides. |
The lifeblood of a profitable business is strong, healthy, and mutually beneficial relationships. Successful entrepreneurs know that it takes more than just a handshake and a couple of drinks to build a business. Profitable relationships, formed between like-minded visionaries, are built on trust, and developed over time. So remember, this is a marathon, not a sprint.
Whether it is online or in person, networking is vital to attracting ideal clients and keeping your cash flow consistent. The more successful you are at networking, the more successful you will be in your business.
Which of the strategies shared can you implement in your business next week? Share your thoughts and your plan here on my blog!
Your Action Plan For This Week:
| 1. | Practice networking. Find a local event to attend that specifically targets your ideal client, determine how it can benefit you and prepare to attend with the purpose of creating the opportunities you are looking for. |
| 2. | Schedule time on your calendar to follow-up on all recent connections and make appointments with prospects to continue the conversation you started. |
| 3. | Start looking for opportunities to connect others in your network! Pay close attention to the needs of friends, family members, colleagues and clients. Refer them to professionals in your network who can assist them in overcoming their challenges. This highlights your generous spirit and gives you another reason to contact individuals without asking for anything in return. |
Debi Pinelli says
Just wondering what your thoughts are on networking groups like BNI. In your opinion, are they worth the investment of money and time?
Sydni Craig-Hart says
Great question Debi! I think BNI is a great organization. How productive your membership in a BNI like organization depends on two things:
1) The nature of the group, meaning what type of professionals participate in the group, what their goals are and how active they choose to be.
2) How much you effort you put into showing up consistently and developing strong relationships with those folks you have the greatest potential to refer business to (and vice versa).
You have little control over point #1, which means you need to visit the group a few times and ask a lot of questions about the dynamic of the group and how much business they pass amongst each other. You have complete control over #2 and whether you join BNI or another organization, get involved as much as you can quickly! Volunteer, take on a leadership role and let people really get to know you. That is the fastest way to develop relationships that lead to more revenue for your business.
Warm regards,
Sydni
Kelli Zane says
I love to network and this article hits the nail on the head! It is a crucial part of my business, without it I wouldn’t be half as busy as I am!
Sydni Craig-Hart says
Thanks very much for the feedback Kelli! What tips do you have to add on how you make networking so successful for your business?
Kelli Zane says
You have pretty much nailed it. The list above really says it all. If there is anything I can add I would say that people really need to read #1 and realize selling is all about the relationship. There are plenty of other companies one can go to get the service/product you offer. What makes them come to you is the relationship and trust you build with them and that you show you are there to HELP THEM, not sell them something. They are really buying you, not just your particular product or service. The more you help others it just naturally comes back to you. #3 is very important, if you are going to networking functions or joining groups with people/businesses that are not a good fit for what you do you are wasting your time. #5 is a MUST! Not only will it help you close the deal it shows you are on top of things and you remembered your conversation with that person and you are a professional. One thing I always do is take notes. You think you will remember everyone you spoke to and about what, but you won’t!! That can be as simple as jotting a few key things down on their card.
The more you offer of yourself and volunteer in key organizations it will naturally follow you. Especially once people get to know you and you set yourself up as the expert in your field.
The last thing that you covered in #4 is to be yourself. If you try to be who you are not people will see right through it and it will come off as being insincere or not really authentic. That leads to mistrust or not even giving you a chance in the first place.
I think your article really touches on all the key points!!
Silvia Reed says
Great article, thanks for sharing your expertise Sydni. I’m an avid networker in my community. As you say in your article it’s not good just to “attend” each event to “be seen”. Personally I believe it’s more important to make a connection, not only with a potential client, but be open to the possibility of gaining strategic partners, sometimes simply exchanging resources. Having a productive networking event doesn’t mean to come out with tons of business cards, but making “connection”, be ready to be of service when needed, become the “connector”. People will remember you.
Sydni Craig-Hart says
I couldn’t agree more Siliva! I think many folks approach a networking event hoping to walk out with a new client and check in hand. That does happen on rare occasions, but the real value comes from starting new relationships with referral partners, strategic alliances and prospective clients.
Thanks for your input!
Lorna says
Thanks Sydni. Made me think about something I struggle with. While I’m building a fairly healthy network of relationships through the Facebook page of my business, I don’t find face to face networking easy. I enjoyed your article and the points helped me to get back to basics.
Sydni Craig-Hart says
Thanks for the comment Lorna! I appreciate that. I know many entrepreneurs find networking to be a challenge. I’d like to recommend a book for you by my friend Devora Zack “Networking for People Who Hate Networking”. (You can find it on Amazon.) It has a lot of great tips that you may find helpful.
What has been working for you to build relationships via your Facebook page?
Matt Osborne says
And here I was thinking I was all alone, running a small business, for which networking is essential, and loathing the networking side. This article is over 2 years old but glad I stumbled upon it as it has resonated with me and provided me with some personal challenges from this point forward. Thanks.