How many people did you meet last week? How many people have you had a meaningful conversation with this week? Who have you helped this week? Relationships are the most valuable currency of business. It’s important to meet new people and keep up with existing relationships. It’s cliché but it’s true… sometimes it is who you know.
Look at any successful person and you’ll see a huge network of other successful people around them. It is not about starting a business card collection. Too many people think networking is about collecting business cards whether actual or virtual in an effort to demonstrate how many people they “know”. Networking, like so many other things in life, should be a quality over quantity proposition.
Here are some general suggestions for expanding your network:
· Know Your Goals
Determine the types of people you want to build relationships with keeping in mind that smart networking is a quality over quantity proposition. Set goals for yourself, such as meet five journalists that cover your industry or develop relationships with the CEOs of two public companies. If you know who you want to meet, list them out. Remember to set an achievable goal and a deadline, such as X number by Y date.
· Keep Score
If you set your goals, track your progress. Did you achieve your goal or not? It is not a card counting or rolodex exercise however it is a good measure of how many people you are meeting (the same goes for Friends, Followers or Connections through various social networks). If your network isn’t expanding proportionately with the people you are meeting, revisit your strategy.
· Target the Right Engagement Points
If you’re looking to build relationships within certain industries, attend events or conferences where there is the largest industry concentration. If possible, pick venues where people will be in a networking mood. Ensure that the event you choose is an appropriate networking environment.
· Have a Good Opener
You are going to have to introduce yourself at a networking event. You should be able to answer the “what do you do?” question consistently, with a clear and memorable message. It doesn’t hurt to prepare this statement and practice it; just don’t sound over rehearsed when somebody asks you.
· Get Digits
Exchange business cards with the people you meet. This might seem like an obvious approach, but is often overlooked when you get caught up in a conversation. While it’s easy to find people via social media these days, a card is an invitation to follow up. Throw an idea out there to the people you meet, and ask if you can follow up to discuss more. This gives you a reason to follow up with them. If you don’t have a pen but do have a smart phone, email the person with your contact information on the spot.
· Follow Up
It’s easy to throw a stack of business cards on your desk and never touch them again. You should always follow up a first meeting with an email or phone call. Do this within 48 hours of meeting somebody. If you skip this step, you might as well throw the cards away.
· Stay In Touch
Don’t let your relationships die from neglect. Keep in touch with people. When you keep in touch with contacts over the long haul, you’ll be surprised how many interesting connections you will have down the road. You will quickly become one of those people that knows of somebody that “does that” or “works there.” You also need to stay in touch with people so they will remember you too. People forget who you are and what you do and you have to remind them regularly if you want to get value from your network.
· Dress Appropriately
Know the norms of the industry you are connecting with. Yes, the business world is getting more casual but a morning meeting of CEOs (or bankers or lawyers) is a suit and tie event. A happy hour event with marketers is business casual (or jeans).
· Deliver Value
Be passionate about this point. Regularly scan your contacts to see how you can potentially add to their careers. If you come across some information that would be interesting to one of your contacts, share it with them. If you see synergies between people in your network, share it. If somebody asks for help, offer assistance willingly.
· Don’t Judge
People don’t always make the best first impressions. Don’t judge a book by its cover and don’t make assumptions about people after only a few interactions. Opinions about people can change as you get to know them better. At the same time, personalities can change over time. People grow. Don’t base your opinion about somebody on outdated information. At the same time, don’t brush off a contact because they don’t have an important-enough sounding title or work for a famous brand.
· Look in the Mirror
One of the hardest things to do but a good self-assessment on a regular basis pays real dividends. Are you putting your best foot forward in networking situations? Do you tend to make more requests from your network than you do give back? Don’t be greedy when building relationships. If you’re constantly turning to your network when you need something, versus trying to find a way to help people in your network out, the strength of your relationships will weaken.
· Keep It Fun
Meeting new people is fun. It is a great way to expand your circle of influence, to learn more and to advance in your career. It’s okay to have a sense of humour and to be relaxed with people; just be conscious of your environment and your audience.
· Build Relationships When You Don’t Need Them
Don’t start networking when you need to find a new job. This is the most common networking no-no. On the same note, don’t expect a prospective client to give you a warm reception when your first interaction is a pitch. Get to know people before you have a request for them. Things are much easier in any area of business when you know the person already.
· Say Please and Thank You
When people say ‘please’ or ‘thank you’, they make more of an impact on people. It’s common courtesy, and it’s right.
· Be Sincere
If you just care about the connection, and not the person, it will show. Don’t bother spending any time on networking unless you are willing to spend the time it takes to establish and nurture those relationships. Relationships are like plants in your garden. If you don’t water and fertilize on a regular basis, they’ll die.
· Everybody is Important
The barista at the espresso bar where you grab your morning cappuccino? She’s working on her MBA and is going to be your boss in five years. The mechanic who looks after your car? He’s going to coach your kid’s soccer team next season. And that woman wanting to interview you for her school paper? That’s the CEO’s daughter. Everyone is connected. Never – never ever – assume somebody is not relevant to the type of relationships you’re looking to build today. You never know who will be important, so assume everyone is.
· Start With One New Connection Today
You might not remember this, but in kindergarten your teacher encouraged you to play with the other kids. You should do this as an adult too. Time taken to get to know somebody else is time well spent. Yes, some people may annoy you and you may annoy them. However, more often than not, you’ll be amazed by other people. It’s the best investment in your personal and professional development you could possibly make.
