It is amazing how many questions I get on a weekly basis around the topic of networking. You see, many times we make the mistake of thinking that what comes naturally to us should come naturally to others. This is how I used to think about networking. The thing is, because of my past profession, I was used to introducing myself to the "gatekeepers" at doctors' offices, finding commonalities between myself and my clients and eventually asking for the business. But I had never been to a networking event, and most certainly never had to rely on connections made to put food on my table.
So how does someone go from being "given" clients to close deals with, to being successful in building an entirely new clientele through networking? Here are three relatively easy things to do that will get you started on the road to success.
1. Ask the person about themselves and how they got started in their business or line of work
People love to know that others are interested in them, both personally and professionally. When you show a genuine interest in the other person's passions, it not only takes the focus off of you, but shows that you are genuinely interested in making that connection. It also helps you to seem less self-centered, and will ultimately be a great fact-finding session that you could use later to identify needs that you could fulfill.
2. Offer to make a connection or referral and then do it!
When I have been able to identify a need I always find someone in my Rolodex (or in these times, Linkedin) that can help them. Offering up that warm introduction does a world of good for all parties involved. Now you have moved from being the person that they just met to someone that brings people together for everyone's benefit. Your value factor has just gone up tremendously...way above everyone else that they met at that networking event.
3. Become a Staple at networking events
Many times people will attend an event and if they are not able to make any connections they stop attending. Many times members and organizers of networking groups want to see who is committed to helping the group grow and last. Remember, relationships are not forged in one meeting. Trust is something that is earned and not a right. Remember, when it comes down to making a choice between two companies, most times people will go with someone whom they like and trust. They will never have an opportunity to know, much less trust you if you only attend a couple of events. You want people to wonder why you are not there, not why you never come!
So, there it is ! Try these three things and you will see a great transformation in your networking results!
Please visit my curated magazine at www.franklindrivera.com. Guest posters are welcome!
So how does someone go from being "given" clients to close deals with, to being successful in building an entirely new clientele through networking? Here are three relatively easy things to do that will get you started on the road to success.
1. Ask the person about themselves and how they got started in their business or line of work
People love to know that others are interested in them, both personally and professionally. When you show a genuine interest in the other person's passions, it not only takes the focus off of you, but shows that you are genuinely interested in making that connection. It also helps you to seem less self-centered, and will ultimately be a great fact-finding session that you could use later to identify needs that you could fulfill.
2. Offer to make a connection or referral and then do it!
When I have been able to identify a need I always find someone in my Rolodex (or in these times, Linkedin) that can help them. Offering up that warm introduction does a world of good for all parties involved. Now you have moved from being the person that they just met to someone that brings people together for everyone's benefit. Your value factor has just gone up tremendously...way above everyone else that they met at that networking event.
3. Become a Staple at networking events
Many times people will attend an event and if they are not able to make any connections they stop attending. Many times members and organizers of networking groups want to see who is committed to helping the group grow and last. Remember, relationships are not forged in one meeting. Trust is something that is earned and not a right. Remember, when it comes down to making a choice between two companies, most times people will go with someone whom they like and trust. They will never have an opportunity to know, much less trust you if you only attend a couple of events. You want people to wonder why you are not there, not why you never come!
So, there it is ! Try these three things and you will see a great transformation in your networking results!
Please visit my curated magazine at www.franklindrivera.com. Guest posters are welcome!
