Networking Basics
The purpose of networking is to connect with people who need your services or those who can give you referrals. This may mean meeting with other professionals to discuss how you can work together to increase business. But it can also mean talking to the person in front of you in the line at the grocery store. People who excel at networking exchange information, resources, and support; and most importantly, they set goals.
Ask Questions Then Listen and Observe
There is one way to find out if a person you meet is someone with whom you want to have a networking relationship — ask questions. Ask them about their jobs, what they do, and how they like it. People love to talk about themselves and will likely be eager to answer. Really listen to their answers, but let them talk. Show genuine interest in the topic of discussion, and be yourself. People can spot a phony a mile away, and it will turn them off. These questions help you obtain a great deal of valuable information and allow you to start building a rapport. In this initial meeting, you are only gathering information. If you do not get to discuss yourself and your business during this initial meeting, you have still accomplished something.
ssential
You have already networked with people without even realizing that is what you were doing. Networking is simply exchanging information, and takes place through many forms of communication: telephone, face-to-face conversations, e-mails, blogs, snail mail, etc. Consciously focusing your efforts on networking will make you more effective.
Asking good questions is an art form. Questions should be probing but not intrusive. Asking someone if they exercise will simply lead to a yes or no answer, while asking how they feel about an issue or event will lead to a discussion. Beginning your questions with “Why,” “How,” and “When” will help elicit more informative answers. Asking “Who” or “Where” questions might even lead you to names, places, or even contact numbers. Remember, networking is gathering information.
Setting Networking Objectives and Goals
Networking is like every other aspect of business: you need to determine exactly what you want to accomplish, both in the short and long term. If you are looking for more clients, how many do you need, and what criteria do they need to fit? Do you want males, females, young people, athletes, anyone with a flexible schedule? Answering these questions will give you focus and direction and will help you be able to clearly communicate your needs to others.
Before attending an event where you will interact with a large number of people, set goals for yourself so you do not get sidetracked or overwhelmed. You may set a goal to meet ten new people, engage them in conversation, and obtain three phone numbers or e-mail addresses. If you are new to networking, maybe you will try to speak to five people and obtain contact information from one of them.
Alert
When you do get to the point of asking for referrals, be specific about what you are looking for. People cannot help you if they are unsure of your needs. If you are looking for new personal-training clients, describe the type of person you want. Be clear about what you want and need, or you may not get it.
Getting the Most Out of Your Networking Efforts
Networking will allow you to develop a great deal of contacts and warm leads. It is your job to generate these leads into business. Use contact information to send out mailers or to gather more information. You can only do this if you keep a thorough, organized record of your leads, including the following information:
Contact name
Phone number or e-mail address
Mailing address
Occupation
Hobbies or interests
How and where you met
Any other pertinent information
As soon as possible after meeting a contact, send them a note stating how much you enjoyed speaking with them and why. Make sure you include your contact information so they can get back in touch with you or pass your information on to someone else. This will keep you and your business fresh in their mind.
