Things I Have Learned About Networking

I have been networking a lot of years. I would go to a group, not meet anyone that I could relate to then not go back, sound familiar? I read a lot of business books and articles about networking and found that the reality is very different then what the books say.

You have to find the right group for you. Everyone is different and everyone's business is different as well, a networking group that works for one person might not for another. Who is your target audience? Where to they go? That is where you should be going, not just to sell but to get to know them so they see you and get to know you. Some networking groups are for specific types of businesses, B2B rather then B2C (Business to Business rather then Business to Consumer). Go to a group a few times with the goal of meeting people, not selling things, then you will find out if the group is right for you. Sometimes you can meet people who could use your product or service not at formal networking events but gatherings of people with similar likes.

A friend of mine sells what I call balloon art, balloon animals that she creates at home and either delivers or posts. My business is Software Training and Coaching. We go to a couple of the same groups, one she talked about her product and someone ordered one right then and there. I talk about my service and keep going back and again and again, once people get to know me, ask a few (OK lots) of software questions they build a relationship up and then book time with me.

They then will tell people how I have helped them and someone will talk to me at a networking event saying, "I heard you helped so and so with such and such, could you help me with..." Each type of business is different, most have to take time and exposure, if you attend all the events for a specific networking group, someone will remember you and if you are there when they need your product or service you might be lucky enough for them to book or purchase there, but mostly people will remember you for later.

Collect business cards, I do write on the cards where I met the person and if they mentioned they were interested in something, depending on the event I will email just to say hi, usually when they have mentioned something I go back with a link to a website or article I think they are interested in, I never add them to my mailing list and start sending them information about my products or services. Think about what you would like to happen, do you want to attend and event then start receiving someone's newsletters or sales pitch? Even if you are interested in their product unless you asked for a brochure to receive one can be a real turn off and could loose you clients.

What do you talk about networking? I have heard some "professional networkers" say that you should as the person what they do, but I genuinely want to know, it also leads me to ask how they got into it, why did they change careers, and then I learn about the person rather then just the business. But that is me. If your personal life revolves something, you have interests or hobbies, for example football, it is worth finding out if anyone else there likes it. Then you can get to know the person as a person, and have an excuse to keep in touch. If you are memorable (in a good way) people will remember you and if meet someone who could use your product or service they will pass your name along.

So when networking, try different groups, socialize more, not less (I need to remind myself of this often). Make friends with the people at the events or at the very least get too know them on a personal level, don't sell sell sell, back off about your business, they will get to know you as well. I can't stress this enough, that if you do collect business cards, don't add them to your mailing list unless they specifically said to, people may avoid doing business with you. You want to build relationships up slowly over time, give your self 6 months with one group before you expect any sales and treat them as appointments not to be double booked or missed.

Katherine Davison

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