1—Make networking a part of your written strategic marketing plan.
Set goals. Then set timelines and allocate money to join organizations and attend functions so you carry out your relationship-building activities in a planned fashion.
2—Work an event,
not just a room.
Just as the Chicago Bulls didn’t win six championships just by how they “worked the floor,” you also won’t get the full benefits of networking unless you do your homework behind the scenes. Develop a winning attitude (this is worthwhile event for me to attend!) and continue to hone your communication skills so you can execute when you get to the “room.” A master networker is a master communicator.
3—Make a professional first impression.
People decide 10 things about you within 10 seconds of meeting you. Decide what impression you want to make and then how to make it through the colors and styles you wear, your posture, handshakes, eye contact and facial expressions.
4—Create a verbal business card.
Put together a 10-15 spiel filled with benefits of doing business with you. It should inform others about what’s in it for them and entice them to want to talk with you more. Save the “who you are” and “how you do it” for later in the conversation.
5—Email spiel, too
Adapt your verbal business card to a short e-mail signature to continue to establish your brand. Conduct your own ongoing public relations campaign by continually reinforcing your marketing strategies.
6—Ask the right questions
Start conversations with open-ended questions to avoid the “Yes” and “No” scenario that soon leads to silence between two people … and maybe even perspiration! Ask questions that will carry the conversation and provide information to you simultaneously.
7—Know what
to talk about
Be prepared with small talk about your industry and timely topics. Men, move beyond your big three: sports, business and current events or, as some women would say: sports, sports and more sports. Women, prune your hundreds of topics to those most suitable for the occasion.
8—Know when to shut up
Know how to end a conversation. Since networking is planting seeds, not sales (which is harvesting), keep your interactions to about 10 minutes per person. That’s ample time to make a positive impression and decide if the person is someone with whom you would like to build a relationship. It’s okay to plan endings just as you plan openers.
9—Don’t stop there
Follow up … whether it is to acknowledge your initial encounter, set up a breakfast or luncheon meeting or share an article or a contact you promised. You will immediately stand out from the pack when you do what you promised you would do. Choose the vehicle (e-mail, telephone, handwritten note) that you think best fits the other person’s behavioral style.
10—Results will come
Give before you plan to get, and don’t keep track. You will be rewarded ten-fold. People who understand this premise are the ones who truly benefit personally and professionally from the networking process.