Working the Networking Group

Posted on February 11, 2019 by Ken Abrams, One of Thousands of Executive Coaches on Noomii.

Networking works just like those childhood “Connect-a-Dot” pictures. One person leads to another and another and, eventually, a new client or customer is revealed.
But with all the networking groups that exist, which ones are best for you? And how can you get the most out of each mixer?
The following seven networking tips will help you not only improve business, but also make interesting new friends and acquaintances.
1. Explore your opportunities. Joining a variety of networking groups gives you access to the widest range of people. There are generally four types of groups: business networking groups, such as BNI or LeTip International; geographic groups, such as your local Chamber of Commerce; service groups, such as Kiwanis or Rotary ; and industry-specific associations. Don’t forget the informal community groups connected with schools, sports and theaters. Attend a group at least three times before deciding whether it’s for you.
2. Farm, don’t hunt. Don’t approach an event with the hope or expectation that you’ll make a new client right away. You’ll find more success if you view networking as a long-term process. “It’s more about farming than it is about hunting,” says Dr. Ivan Misner, co-author of Masters of Networking and founder of BNI, an international business networking group . “It’s about cultivating relationships with other people.”
3. Don’t forget your networking “accessories.” Business cards and a name tag are a given. (On the latter, include your name and what you do. Make sure your business cards have all your web links.) This gives others an easy starting point for conversation. In addition, make a habit of writing notes on the back of each business card so you can personalize your follow-up calls and emails.
4. Get curious. Be genuinely interested in the people you meet. Ask questions that aren’t limited to someone’s profession. For instance: What is one way you have fun at work? Such questions open up conversation and encourage connection on a more personal level.
5. Have your “elevator speech” down cold. Have a clear, concise, specific explanation of what you do and how it helps others. Be able to clearly articulate this without people’s eyes glazing over.
6. Offer referrals whenever possible. Focus more on what you can give to others than on what you’ll get from them.
7. Be scrupulous with your follow-up. Meeting people is just the beginning. It’s the follow-up that turns connections into relationships. However, the first contact is not the place for a sales pitch. Instead, follow up within 48 hours with material that will help the person, such as weblink, TED talk, or even a clipped magazine article.
“You don’t build trust when the first thing you do is ask someone to buy your product and service,” Misner says. The key, really, is to court. But with sincerity and a genuine desire to help others.