Kory Dogs
October 15, 2024
In the world of business, networking isn’t just about meeting people; it’s about making meaningful connections that can have a positive impact on growing your business. Opportunities rarely knock on your door; more often, they come from the people you know. By expanding your network, you increase your chances of being introduced to potential clients, referral partners, or even investors. Engaging with other professionals allows you to exchange ideas, share experiences, and gain insights into industry and market trends. Your network can be the key to unlocking doors you didn’t even know existed. But how do you ensure that your networking efforts are effective?
Here are the 6 keys to keep in mind.
1. Be Genuine and Authentic
The foundation of successful networking is authenticity. Be yourself! You will not be for everyone and that’s OK! People can sense when you’re being insincere or only interested in what you can gain. Instead, focus on building genuine relationships. Be present, be an active listener, show interest in others, and BE YOURSELF! When you approach networking with authenticity, you are more likely to form lasting connections that are mutually beneficial. People like to hang out with, and do business with, people they “know, like and trust.” Be genuine and you will make more connections with your type of people – which makes building “know, like and trust” just happen naturally.
2. Offer Value First
Effective networking isn’t just about what you can get from others – it’s about what you can give. Before asking for help or making a pitch, think about how you can add value to the other person. Always take the approach of thinking about “what’s in it for them?” Whether it’s sharing a useful resource, offering advice, or making an introduction, giving first sets a positive tone for the relationship and often leads to more meaningful and productive interactions. This approach can invoke the “Law of Reciprocity.” The Law of Reciprocity is a social principle that suggests when someone does something for you, you feel a natural obligation to return the favor. This concept is deeply rooted in human psychology and social behavior, and it plays a significant role in building and maintaining relationships – and networking!
3. Be Strategic
Networking should be intentional and strategic. How many networking events have you attended that end up being fun, but never resulted in meaningful connections or results? I enjoy meeting new people and talking to people. And what better venue to do that than at a networking event? Most of the others that are there also likely enjoy those things which can make it easy to have conversations, but the key is to have meaningful conversations that can lead to beneficial relationships and ultimately, more business.
Before going to a networking event, you NEED TO HAVE A PLAN! Identify your goals – what are the results that you want from attending a specific networking event? Is it to schedule 1 lunch meeting, to get 1 referral, to get introduced to a certain person or business? Write down the goals/results that you want before attending an event and even by doing that alone, you are likely to get better results (your subconscious is powerful).
Also be strategic about the events and groups you network in. Make sure they align with your objectives and have the right types of people you are looking to have in your network. This can help ensure that your time and energy networking are well spent.
4. Scripting
Yep… you need to have scripts as part of your plan. I don’t mean that you should pull out a notecard and read the script when you start a conversation, that might be a little awkward. However, you can develop a script that you can practice and make your own. Being tactical about what you say and how you say it can make all the difference in the world for getting better results from your networking. Plus, you can create engaging questions (remember the “what’s in it for me” concept?) to get to know people, their roles, their business and if there might be an opportunity for you to help them. Here is a simple script you can start using today. This can be used when you are wrapping up a networking conversation:
“It was great getting to know you and more about what you do! Is there anybody here that I could introduce you to? And is there anybody here that you think I should get to know? If so, would you introduce me to them?”
5. Follow Up and Nurture Relationships
Meeting someone is just the beginning. The real power of networking lies in the 2 “F’s”. Follow-up (stay connected) and follow-through (do what you say you are going to do when you are going to do it). After an initial meeting, take the time to reach out, express your appreciation, and suggest ways to stay in touch. Regularly check in with your contacts, share updates, and continue to offer value. Building and maintaining relationships over time is key to long-term networking success.
6. Leverage Online Channels
In today’s digital age, successful networking isn’t confined to in-person events. Social media platforms like LinkedIn offer powerful tools for connecting with professionals worldwide. However, don’t neglect the value of face-to-face, video conferencing (Zoom, Teams, Google Meet) or phone interactions. The value of being able to see someone and their body language and hear their tone of voice is real. Too many things can be left to translation when just e-mailing or texting.
For example, LinkedIn has become a powerful marketing platform, but one of the biggest mistakes LinkedIn marketers often make is neglecting to build relationships before pitching their products or services. I receive a ton of connection requests, and when I do accept one from someone I don’t know, it’s common for them to immediately send me a message trying to sell something. The problem is, I don’t know them, and they certainly don’t know me or what my needs might be. In the B2B world, it is far more effective to take the time to build a relationship first before diving into business discussions.
The lesson here is that successful networking, whether online or offline, is about creating genuine connections. A balanced approach, combining both online and offline networking, will maximize your reach and the diversity of your connections, leading to more meaningful and fruitful business relationships.
Conclusion
Networking is a long-term investment that requires patience, dedication, and a genuine interest in others. It’s not just about collecting business cards or making quick deals; it’s about nurturing relationships that can provide value over time. Building trust and rapport takes time, and it is important to approach networking with a mindset of giving as much as receiving. Be patient, pleasantly persistent, and consistent in your efforts, as relationships are often the foundation of sustainable business growth. The connections you make today may not yield immediate results, but if you remain engaged and authentic, they can eventually open doors to significant opportunities and partnerships that you might not have anticipated.