Networking Groups

It's been fun going face to face and an education too!

As promised, my wife and I have been going out to 2 to 3 business networking groups each week. We've met all types of people, collected a lot of business cards and added most to our growing list. It's fun to be out there, challenge yourself to walk up to someone you don't know with your hand out stretched and introduce yourself. The great part is meeting people without an agenda... just to meet people and have them be happy they met us. And, it's worked well that way.

It's been interesting to note the different make-ups and character of each networking group. Some are full of gregarious networkers, people who know how to work a crowd without showing up as a sales person. Other groups are stiff and business like, hand you a card, tell you about themselves and on to the next target. Not the way to network, for sure. We won't be going back to those groups.

We know it is important to be respectful of others. When someone hands you their card good manners demands that you take their card and give it a sincerely prolonged look-over. One of the people we met from the business group took my card and shoved it in his pocket without looking. He then proceeded to pitch us with both barrels. I made a mental note that this guy was not interested in much more than himself. He got scratched from the list.

We practiced our 30 second introduction with variations, alterations and gyrations. You always want to keep that sort of thing short, to the point and memorable; leave them with a bit of a question so they want to know more. We heeded the advice to have something prepared to say when people finally get around to asking you, "And, so, what do you do?"

Here's A baker's Dozen - Rules for Networking

1. Accept a business card as it is presented to you. (A two hand presentation = accept with two hands.) Take a moment to look at the card, it shows respect and might give a clue to open a conversation.

2. Have prepared your "30 second" introduction to present yourself and express your goals.

3. Your name tag should be worn on the right side of your body so as you shaking hands it is presented to the one you're meeting.

4. Gentlemen, allow the ladies to extend their hand first. Permit them to control whether they are comfortable with the exchange.

5. A proper handshake is to touch the web of your hand, between the thumb and index finger, to the web of the person whose hand you're shaking. A handshake should be firm, not limp, not crushing.

6. Be mindful of the social context with whom you are networking. (CEO? Sales Rep? Freelancer?) and where you are (Luncheon? association event with speaker? Awards banquet?).

7. Invoke the 80/20 rule - speak only 20 percent of the time, listen 80 percent of the time.

8. If the event includes dinner and you are the first to arrive at the table for dinner, wait behind your chair or mingle until everyone is present before sitting down.

9. To politely leave a conversation, introduce the person you're talking with to someone else and politely excuse yourself. (This will come in handy, promise!)

10. Be authentically interested in the person you are meeting. It shows respect and will go a long way to initiating a relationship.

11. Make connections where you can. People always remember the person who filled their need.

12. Networking is a contact sport. Avoid hanging out with people you know. Meet new people.

13. Here's the most important tip - Have Some Fun! Meet some new people; most of them have a interesting story to share.

Networking Partners

You've heard that participating in a referral or leads group can help you generate new business, yet you may be hesitant to join one. If your fear is that you won't be able to pass leads to your fellow members, don't worry, it's an easy skill to learn. Here's how:

1. To give leads, all you need to do is listen and ask questions. Whether you're at a business seminar, your kid's soccer game, or your power aerobic workout class, start by paying attention to what people are talking about. Even better, what are they complaining about? What are they wishing for? Are their insurance rates too high but they don't have time to call around and find a better plan? Is their office a mess and they just can't seem to get organized? Does their neck hurt from too many hours hunched over their computer screen? That's your cue to jump in and say, "Hey, I know someone who can help you with that!"

To get even more information, ask a leading question such as "What's your biggest challenge with... keeping your office organized, spending hours on end on the computer, providing insurance for yourself and your family? "

2. When you hear an opportunity to make a referral to someone in your group, jump right in and grab it! You might say something like, "I know someone who can help you with that. I met Sally through my networking group and she's a pro when it comes to saving you money on insurance. I bet she can help you with that. Would you like me to have her give you a call?" (hint, always get permission)

3. Make the connection. Once you have permission, call Sally and give her the lead. Don't wait until your next meeting to pass the lead; leads can quickly grow cold. Be sure to follow up with both people. Did Sally follow up on the lead? Did she provide the service? Was your contact happy with the service Sally provided?

If you start by paying attention to the wants and needs of people in your personal and business network, you'll begin to notice plenty of opportunities to give referrals to other business professionals. By joining a leads or referral group, you'll be part of a team where everyone is focused on helping each other grow their business through referrals.

Attractive Attitude

Networking is a great way to meet people and build your business. While it may be easy for some people to just strike up a conversation and make all the right connections, it may require a bit more effort for others. But the more successful you are at networking, the more successful you will be in your business.

One of the biggest contributing factors to your success as a networker is your attitude. Believe it or not, you demeanor says a lot about you before you even open your mouth. For example, think about the last time you went to the mall and sat on one of the benches to rest your feet and drink some water. What did you do? Well, if you're like most of us, you watch people.

You know, you looked at all the people walking by you and thought about who they were and what they were doing and thinking...all in the blink of an eye. Admit it, you summed them up based on the way they carried themselves.

People make those same assumptions about you.

So, to ensure that you are networking for success, take these steps to make sure you are projecting the right attitude:

1. Smile. It might be a cliché but a smile is worth a thousand words. People will be instantly drawn to you or repelled by you based on your smile. Make sure it's sincere and inviting. Don't know what that looks like? Picture yourself at your happiest: think of your kids, your favorite vacation spot, etc. That's the happy look you want.

2. Stand up straight. Now, I know this all sounds like your mother talking to you, but the rule still hold true. Standing up straight and being confident makes other people want to meet you and get to know you. Nothing is more attractive than self-confidence.

3. Genuinely listen to others. Make sure you focus on the other person, their story and their background. Building a relationship with them first is the best way to build a connection for life. There's a reason for the saying, "Your net worth is directly proportional to your network." Make sure you are making lifelong connections.

Taking a few moments to adjust your attitude can make all the difference in your networking. By making these few changes, you will find yourself looking forward to getting out there and meeting other people. Networking is supposed to be fun and exciting, not boring and a waste of time.

One last way to ensure you are getting the most out of any networking event is to make sure you only attend the networking events that make sense for you and your business. For example, if your ideal client is real estate agents, make sure you attend a networking event where you know real estate agents will be attending. Don't just go to the next Chamber of Commerce meeting because you "might" find a potential client. In the long run, this will be futile and tarnish your perception about networking.

Remember networking is about building relationships and making connections. Make sure you project the right vibes so people will want to connect with you. And make sure you're in the right place at the right time to make those connections.