Networking has been around for just about as long as business, in various shapes and forms. It can be an extremely effective, low-cost marketing strategy – when done correctly. Unfortunately, many people lose out simply because they don’t quite know the game. Don’t miss a great opportunity to boost your business! For networking success, always follow these simple and steadfast rules of play:
- Be genuine & authentic. People like to do business with people they like, and nobody likes a pretender. Savvy networkers can spot a false façade a mile away, and they instinctually steer clear. No matter how great you are, no matter how fantastic your product is, it won’t matter one bit if others feel you may have something to hide. Always stay true to your personality, represent your business honestly, and build genuine relationships with your fellow networkers. Authenticity will set you apart and leave a positive impression, which will encourage people to do business with you… instead of your competition.
- Listen more than you talk. Have you ever met someone new – at a party, in the grocery store, standing in line for the movies – and they did nothing but talk nonstop about themselves? Did it make you want to run in the other direction? When networking, your mission should not be to prove how cool you and your business are. It should be to find out as much as possible about the person to whom you are speaking, finding a way to make a connection so a relationship can be built. The next time you meet up, whether it’s at another networking function or in person one-on-one, you should at least have some talking points so you can pick the conversation back up and continue building the relationship. Good networking relationships lead to trust, and trust leads to business.
- Bring only five business cards to any function. There are many experts who will disagree with this way of thinking. However, if you have ever attended a typical networking event and walked away with a stack of cards, you’ll recognize some truth in what I’m saying here. Thinking of that stack of cards, how many of the people behind the cards can you actually remember? How many did you follow up with? How many did you actually do business with? For most people, that number is pretty low. Remember – networking is about building relationships. Reserve your cards for those people with whom you truly connected and plan on following up with. It’s always more important to make solid connections with a few, than meaningless connections with many.
- Don’t be that guy. You know the one. He goes around to every person in the room, intrusively of course, and shoves his business card in your hand. He interrupts your current conversation to tell you who he is and why you need to know him. And then, before you even have a chance to respond, off he goes to the next unsuspecting victim. Sound familiar? Don’t be that guy.
- Get on a first-name basis with the event organizer. I cannot stress this enough: the most important person in the room is the one who brought you all together. Seek out the organizer (respectfully), strike up a conversation, and make the connection. A good leader will point you in the direction of some key people he or she feels you should know, and a really good leader will make the introductions personally. Once he or she knows who you are, what you do, and who you are interested in connecting with, you may even get some great referrals and post-event introductions. Want to know the best way to cement the relationship? Reciprocate. Encourage people you know to attend the leader’s events, introduce him or her to potential clients and alliances, and do whatever you can to help support his or her efforts. A good rule to follow with any networking connection.
The bottom line is simple: Networking is a great tool, and can make a huge impact on your business. It’s up to you whether that impact is a positive one.
Do you have additional networking rules to add? Actions that have proven to be effective for you? Networking success stories? Share them below!
One of the best strategies that i have used in the past for networking is to find a KEY person. The key person is someone who has been around a while and seems to know everyone in the business community in your area. I have one or two that have been absolutely invaluable to me, cultivate them, look after them and they will sell you to everyone that they know.
Regards
Michael
It seems people often ruin what could have been great business relationships before they could even start by breaking rule 4… and shortly after they had started with 1 & 3… Sad but true.
Good post,
Garrett
To me, the first rule about being genuine is so incredibly important. If you don’t believe in your product then it usually show through, like either a used car salesperson (no offense) or a total wallflower. And if you do meet someone and tell them you will do something, you’d better make sure you follow through and do exactly what you committed too, even if you’ve had a few drinks at a gathering. The follow through has been so important for me.
Also never judge a book by it’s cover. That person in the corner who looks a bit unkempt might be your best supporter/networker in the room.
Paul Harris
Author, “Diary From the Dome, Reflections on Fear and Privilege During Katrina”
Like the ‘bring 5 cards’ model, mine is a little different and usually consists of ‘bring zero cards’ which is usually me being forgetful but seems to work out better because instead of giving a person a card, I ask for them (I know that I will follow up later) and then I usually use a cocktail napkin to write down my name, what i do and email for them… for some reason people seem to remember cocktail napkins stuffed in their pockets more than just another biz card.
[...] it’s about making a new connection. Having the skills is a second step to proof. A lot of networking studies talks about it, we want to work with people that we like more than skilled people. It’s a [...]
Good over all tips.
I’d also share what is called linear vs. leverage efforts. It goes right along with the listen more and talk less. law of reciprocity is a great leverage. Consider the relationships that person could lead you to other than just the one person.
So many people in networking are just trying to “sell” every person that is there rather than developing a relationship with them. Do more for others than they seem to do for you. Ask them what you can do to support their business or networking efforts, rather than what you can get for yourself.
It’s not hard to stand out amongst the crowd in networking if you’re the connector who’s connecting. You’ll get much more in the way of leveraged relationships more so than linear relationships where you’re just trying to sell everyone them something.
Great article!
Another thing to think about is with technology today, especially twitter, you can meet people before the event even takes place. Follow the hashtag for the event, start networking with people online and then it makes a better impression when you meet in person.
“Don’t Be That Guy” – Yikes – that guy/gal drives me nuts. They run around “broadcasting” what they do, and usually do more harm than good.
The best results from any networking event I’ve been attended always comes days or even a week or two after the event. If there’s someone I believe I can genuinely help, and I met them briefly at a networking event, and hopefully made a good impression (or at least not a negative one – “that guy”) I’ll follow up a few days later with a note via e-mail or a phone call. Most people are much more relaxed a few days out, and are more willing to listen.
I often don’t bring business cards with me and just ask the other person for one. And also, while I’ve heard experts NOT recommend this, I usually suggest having a few meaningful conversations instead of 20 ten minute “so what do you do” type speeding dating. Those CAN lead to good things, but I find the chances are low (at least my experience).
I went to see Brad Sugars a few nights ago and I met “that guy”. He interrupted a conversation I was having, asked question and didn’t bother to listen to my answers and forced his business card down my throat. I didn’t give him mine.
Very good points, I especially like the 5 business cards idea, I remember when I first started going to networking conferences I would have around 30 business cards, and only had more than one conversation with a couple of those 30. Great tip. The main thing is to be a good listener but also to know how to build off the conversation with talk about yourself or business, some people can keep going and going…..
[...] 5 Simple Rules Every Networker Should Follow [...]
Great advice. Common sense but not always applied…
No. 2 is extremely important in my opinion.
You are FAR more likely to be remembered by people if you take an interest in what THEY do, rather than forcing what you do upon them. People respond extremely well to being asked questions about themselves. Spend 80% of your time with a person asking them about what they do and how they do it – and then LISTENING (with interest, hopefully) to what they have to say. You will more likely than not find that they will return the favor by asking you about yourself. Then, and only then, do you talk about yourself.
In my experience, people are far more likely to remember things about you and your business if they asked you about them, as opposed to you taking the initiative and telling them.
I think networking should always be about questions, rather than answers. Take an interest in other people – You might learn something in the process.
I really like the whole 5 cards deal…makes sense…I still have business cards from YEARS ago…and never planned on calling any of them…but still took their cards.
Hello,
Nice article. I understand the core message is to make limited but strong relations rather than plethora of relations with just hi-hello kind of relationship.
I am a first generation entrepreneur and working on towards launching my first startup. I realize that networking is gonna play an important role but the problem is that till now I have done networking with no intention and as a part of my social behavior. Now I will have to do it as part of my marketing too. The first problem I am facing is how to find out a group, forum or company where I can find people related to my domain. To be more clear I have points and strategies to talk to people but where to get people whom I should talk. I know it sounds bit foolish but its a genuine problem for me. Please guide me.
Thanks
Anuj
@Anuj: A great place to find like-minded entrepreneurs as well as mentors and subject matter experts is in the YE forum. http://www.youngentrepreneur.com/forum/ Check it out!
Great article, It has only been recently that I have started seeing the real power of networking..
Thanks for sharing,
Larry