NETWORKING FOR RESULTS

What is networking?

Who can you network with? What is your network?

Network everywhere! Everyone knows at least 250 people you do not know!

What is your best marketing tool? YOU—dressed for success and with a smile on your face!

And right behind that is the people you have built relationships with.

Networking is a process:

1. Get comfortable in the room; take time to get your “feel” of it

2. Get to know the other person first; ask lots of questions

a. Try you best to keep the conversation about them; divert from yourself back to him/her.

3. Find out what a good referral is for him/her

4. If possible, when you are speaking with others try to send an immediate referral to him/her

5. You are not there to shove a card into everyone’s hand. Meet a few people and get to know them; IT IS ALL ABOUT BUILDING RELATIONSHIPS

6. Make this the game: try to end with all of their information without giving them your business card or revealing much about what you do.

The follow-up process

1. Send them a thank you card (maybe even with your picture on it). Write something like “Dear Jim. Thank you for telling me all about your business last night. Now that I know what a good referral is for you, you can be sure I will send along anyone who is like that. Sincerely, Jane.”

2. Hand write the address and send it with a regular stamp on it.

3. In a couple of days give them a call and again tell them how nice it was to meet them. THE IDEA IS TO BE REMEMBERED. At this point you can ask to have a meeting where you can tell more about what you do!

Networking takes repetition

Very few people find a position networking once. In most areas there are several groups you can visit twice with out joining them. Many of the same people network in all of these places! Some do not require a membership at all!

VOLUNTEER. Many business people do not network, however they do volunteer. And it looks good for you to be doing this.

Become involved in local causes or even political campaigns. Lots of business people get involved here, or at least attend local meetings.

Taken with permission from Bob Burg, “Networking for Endless Referrals”.