The Currency of Real Networking

“The currency of real networking is not greed but generosity.” - Keith Ferrazzi

We know that networking is the sharing of information or services between people, businesses or groups. But it is so much more than that. At the very core of it, networking is meeting new people, both within and outside of your industry, and getting to know one another.

The main goal of networking is growth; to support professionals to grow within their careers.

Current statistics suggest that around 85% of jobs are filled as a result of networking and that professionals who allocated 6 hours per week to networking said it played a crucial role in their success.

Now, you might be thinking that it would be impossible to spend six hours a week networking. There seems to be a misconception that networking isn’t ‘work’ when, in reality, networking is one of the best uses of time for people in sales positions and small business owners.

Not only does it allow you to contribute to the success of your business, but it helps you support the success of others. In other words, you reap what you sow.

Here are my TOP TIPS for getting the most from Networking:

1. Find the right type of networking for you.

Do you prefer face-to-face or online? What time of day can you, or would you like to, network? Do you have any particular interests or skills you’d like to develop? What is available to you at the present, both in-person and online? There isn’t a one size fits all approach. Don’t be afraid to try a few and work out which ones are best for you.

2. Do your research and have a strategy.

Don’t go into it blind. Think about what you want to achieve from networking. Do you want more business, more skills, more suppliers, more referrals, more contacts, to raise your company profile? By setting your goals and creating a strategy on how to achieve those, you’ll likely have a far easier time of it.

3. Prepare a pitch!

The importance of this cannot be overstated. Many networking events allow the opportunity to give a sixty-second, elevator pitch about you and your company. This is your time to shine, addressing the entire room and telling them who you are, what you do, and what you are looking for.

4. Follow up and keep attending.

Don’t just show up once, collect some phone numbers and email addresses, and never come back. That’s not what networking is. Networking is about consistency; it’s about showing up. The others in the group need to get to know you, so you won’t have instant results. Building relationships takes time.

5. Collaborate and share ideas.

This is my favourite aspect of networking. So many people network to get something out of it, because they need something, which I do understand. We all need customers for a successful business. However, networking isn’t only about what you can get, but it is also about what you can give. You have a unique experience, a unique set of skills and knowledge, and so you have the ability to advise, support and help other people.

My 10 Golden Rules for Networking:

1. Show up early. It gives you more chance to talk to people as they arrive.

2. Don’t try to make a sale. Remember, the aim is to get contacts and follow up.

3. Don’t jump into other conversations, it’s just rude.

4. Stand when presenting, especially on your sixty-second pitch.

5. Remember to smile!

6. Listen to others and be interested in what they’re saying, don’t just talk about yourself.

7. Ask questions to put others at ease. For example, what brings you to the event today?

8. Take business cards and make them easy to get to. Don’t leave them in a bag or car!

TOP TIP: When you receive a business card, ask for two and explain that it is so you can pass their details onto someone else if needed. This instantly builds a good collaborative relationship.

9. In a free networking environment, stand in an open area away from the bar, eating area or door. You will find more people will come and chat to you if you are accessible.

10. First impressions count. Consider the dress code for the event, offer handshakes, be calm and upbeat/positive.

If you follow these, you won’t go far wrong.

It might be useful to read them just before you go into a networking event to keep them fresh in your mind.