The 10 Commandments of Business Networking
From © Mark McGregor
Getting The Most Out of Business Networking
Networking is a lot of fun! Business networking is when a group of like
minded business people gather and help each other. If you check, you will
surely find a networking group in your area. The networking group can meet
as often as they wish, as is convenient for the participants.
Regretably, most people start with a networking group by looking for
immediate gains.... that is, for favorable results for themselves. If this
is what you are trying to achieve, you are networking for the wrong reasons
and will be sticking out like a sore thumb.
Many people think that the size of a networking group makes the difference
in networking. When groups start falling in size, members will say, "we
have to build up our numbers." Now, what numbers are they referring to? Is
it the number of participants? I would rather belong to a networking group
of two people who can help each other on a regular basis then have a large
group of business people not following the Ten Commandments of Networking.
It is not the quantity, it is the quality.
"I haven't got any leads yet!" Well excuse me, have you given one, ever?
Or, have you made a suggestion that might help a fellow member? Did you
call anyone with a compliment and say, "Just wanted you to know, Jim, that
your comments on the XYZ expansion was right on the money." One must be
willing to put in time waiting also. It might take a while before people
feel comfortable with offering you a referral.
Networking groups will come and go. To get the most out of your networking
experience, you need to build a relationship with people who you want to
have contact with. Not all members will be able to help you, nor will you
be able to help them. That doesn't mean you should snub them! I still have
strong relationships with my networking friends from groups that are long gone.
When networking, spend most of your time and effort on people who can help
each other out, for the long term. That is right. This is a long term
project. Countless times I have been to business networking events and have
seen people actually run from person to person, with the expectations of
first giving away their card and hoping to gather the other person's. How
can you possibly build a relationship with a person when your objective is
to get out there, and collect cards? Some networking groups make a game out
of it to see who can collect the most in a certain time. What a waste of
business cards!
You will find that a highly effective networker will "work the net". What I
mean is that they will go into a function with a goal in mind. My usual
goal when business networking is to have the expectation that I will "meet"
and "understand" only three people per event. I know what kind of person
that I can help and expect that this person will be able to do the same for
me. A win/win situation is what I am talking about. The highly effective
networker will take the time to cultivate a rapport.
After the business networking event is when the real work begins. After
all, you are only at the networking event to meet and build rapport. Follow
up ASAP. Now is the time to send a nice customized card, and call a few
days after to arrange a time to meet for a coffee or to have lunch. That is
when you can listen to the details of what your new "friend" requires. You
might even have the chance to offer your goods and services, only after
listening.
If you want to gain the most out of business networking, follow the Ten
Commandments of Networking!
* 1) Thou shalt drop the "what is in it for me?" attitude.
* 2) Thou shalt listen.
* 3) Thou shalt build a relationship.
* 4) Thou shalt give the first referral.
* 5) Thou shalt not tell others of the referral you require; thou
shalt "show them" with a story.
* 6) Thou shalt be specific of the type of referral.
* 7) Thou shalt reciprocate when appropriate.
*
Thou shalt participate in the network executive, functions, and
network time.
* 9) Thou shalt thank the person who gave a referral.
* 10) Thou shalt follow up on the referral within 24 hours.
Business networking is productive and fun, and that is why it will always
be part of the Bigger Picture.
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Mark McGregor is a keynote speaker and professional presenter with Speaking
of Hearts. He is a motivational and inspirational speaker on business and
stress matters. Mark is available to speak for your next Canadian and
American conference, trade show or event.
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