By Mandy Edwards, Published October 25, 2014
Networking is essential to business. It will help you more than hurt you. Networking is more than just exchanging business cards. I believe there’s an art to it.
Whether you network in real life or online, you go about it very much the same way.
This week’s question relates to the networking topic –
What are some traits of successful networkers?
Personally, I love networking events. Of course, I love to talk too. I have found that having the opportunity to talk about your business and explain what you do to others is some of the best promotion your business can have. You can answer questions and find leads.
However, not everyone does networking right. We’ve all been to those Chamber of Commerce events where you will get approached by someone who immediately pushes a business card in your face and asks for your business or received that message on LinkedIn that is a direct sales pitch 5 minutes after accepting the connection request. That’s not the way to do it. Networking is about communication. Networking is also about learning when to shut up and listen.
When I started my business in 2011, I become a member of our local chapter of BNI, Business Networking International. BNI is networking membership group. Everyone has the opportunity each week to give a 60 commercial teaching moment about their business and share who they are wanting to connect with – a person, business or a group.
Why do I mention BNI? Because they do networking right. They’ve taught that there is an art to it. Even though I’m not a member anymore, what I did learn has stuck with me.
Through experience, I have found 7 key traits that all successful marketers have –
Good Communication Skills
Communication is the key to just about everything. Businesses and personal relationships fail for lack of this. When networking, communication is essential because you want to present yourself professionally. You want to convey a message, both verbally and nonverbally. You want to appear as someone who you would want to do business with. Of course, you want to be confident when talking about your business and display your communication skills.
Active Listening
Listening is very important. There is a reason we have 2 ears and one mouth. Listening is more than just simply hearing what the other person is saying. Listening is giving them your (hopefully) undivided attention. Really paying attention to what they are saying. Repeat back something they’ve said. Ask relevant questions. When an attorney is telling you about a case they just had, don’t ask him if he noticed the billboard for sushi by the highway.
They Educate
When networking, you are given the opportunity to educate the other person on what you do. I wouldn’t give them a whole presentation but you have the chance to tell them 2 or 3 sentences about what you do. This is your elevator speech, abbreviated. This is something you should always have planned out and memorized. For example when meeting someone and they ask what I do, I say, “I own a social marketing company that provides social media consulting, management and training for businesses of all sizes.” I know mine is one sentence, but I like to keep it short and sweet. It should be something that will also prompt questions.
Know When to Ask
An important piece in networking is asking – ask for a business card, ask to do lunch, ask for a meeting. When networking, when you meet someone you would like to work with our connect with – ask. You never know where that business relationship could take you.
Look for Relationship Building Opportunities
When you network and meet people who could be great business partners, you want to take the time to get to know them. Every person knows on average 100 people. Could one of those be a potential client for you? Yes, you can’t build a relationship in 5 minutes, but get a business card and meet for coffee or lunch. Networking can take place outside a business function. Networking is everywhere – the grocery store, the carpool line, at Starbucks. Building a relationship with another business person is a great way to gain the next thing…
Value Trust
Would you honestly refer someone you didn’t trust? Great networkers introduce and refer people they not only know, but trust. When you trust someone and refer them, you are putting yourself out there and vouching for that person. Same goes in a networking situation. Do you want to introduce someone you don’t trust to a friend or colleague?
Complete the Follow-Up
Send a handwritten note or an email. Show your professionalism by following up with the ones you have met. Most business relationships never take off because someone failed to follow-up.
I see networking as building relationships with people I could do business with or people I could one day call clients. Even if you have an online business, offline networking is important. It gives you the chance to branch your business out even more.
How do you network online & offline? What are the most important networking traits you think everyone should have?
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