We all know the importance of networking, but how many of us are doing it effectively?
The most common mistake people make is confusing networking with advertising. People think networking means “getting my name out there.” Whereas that is true, it is also a lot more than that.
Networking is about building relationships. You can’t just throw a business card at someone’s head and call it a day. If you do that, it will probably end up in the trash. At least that’s what I do with them unless some sort of reciprocal connection is made.
Networking is really about listening and looking for opportunities for shared growth. Usually, this looks like referral business but not always. It could be about a helpful suggestion, a shared resource, or a spirited discussion about a professional philosophy. These are all great ways to make a connection. Once a connection is made, people are more likely to refer business to you. After all, would you contact someone for services if all you had was their business card and a 5 minute sales pitch? Not only is that a turn off, it could be interpreted as a sign of desperation.
If you really want to make a good impression, do a little intel using the guest list prior to the networking event. Choose 3 -5 people you want to connect with, and decide what questions you want to ask them about their business. Don’t ask about basic information that can be read right off the home page of their website, rather ask deeper questions such as what their treatment philosophy is or how they chose their profession. If you feel a connection, ask for their business card.
And if it’s a nighttime event don’t drink too much. I would think this would be obvious but experience proves me wrong. No way would I refer business to someone who was slurring their words.
Follow-up is also essential. Don’t just file the business cards, DO something with them. Connect with the person on social media, send a brief “nice to meet you note”, or send a link to a great resource. Or do all three. Then offer to meet again for coffee or lunch. (It’s a good idea to leave a few open spots in your calendar the week after a networking event.)
To read more about networking tips, check out Tiffanie Kellog’s blog.
Yours in the Joy of Knowledge,
Dr. Barb LoFrisco
