Networking is key in any industry. Everyone knows this and experts preach to the importance of building those relationships. So you know you are supposed to do it, but the bigger question might be “How do I network?”.

Quickly, let’s explore the reasons behind networking. The ultimate goal of business networking is to generate sales. While that is the driving force, it is also about being a problem solver. It may not be a product or service you have, but through your network you can provide your client with a solution. Think about that. Perhaps you will be on the receiving end of that referral in the future. Building your network extends up and down the supply chain – but also having your competitors in it as well. What if you are quoting on a job that is too large for your company but you know of a competitor similar in size to you? Working together you can get the sale, satisfy your client but not jeopardize losing the sale and future work.

Now don’t go out and start following everyone on all the social media outlets or collecting every business card you can. You still need to make sure your network provides a quality product or service. Back to that referral. If they do a poor job, it will reflect on you. As a trusted source, you provided your client with that lead. They may be in a hurry and not perform their full due diligence relying on your information. Remember, quality is better than quantity.

So how do we network? You want to build your business card and virtual network at the same time. Building your virtual network is much easier. Looking through Linked-In, Twitter or Facebook you can easily follow potential partners for your network. This is also a great way to track what your competitors are doing or who they have in their network. Your business card network, or the “old fashioned way”, can be the tough one. Many people think you need to have a Type A personality to be successful. While that may help, by no means is it a requirement. We have helped people of all personality types build their network. Networking events come in many ways, it is not only the networking event at a conference but it could also be a public meeting or hearing, press hearing or any gathering where potential clients could show up. In addition to having your elevator speech ready, be prepared to discuss some current events or maybe find something in common first. Stay away from some hot topics such as politics or religion. The worst networkers are those just holding a stack of business cards and passing them out to anyone who moves. Check the garbage cans, most of their cards end up there.

Tips on how to network successfully:

  • Try to be one of the first few people at the event. People will naturally migrate to each other and start a conversation.
  • Be sincere in your conversation. You are building a long term relationship.
  • Keep in mind you don’t have to make the sale, but just make the connection and follow up afterwards.
  • Make quick notes on their business card – both personal and business.
  • Don’t be standoffish. Staring at your phone will not invite conversation.
  • Make eye contact with people – even if you are just moving from one end of the room to the other.
  • Work off your initial contact – introduce them to colleagues or other contacts and they will reciprocate.
  • Follow up! This is key. Provide information if you said you would, connect with them via email or social media. Make a note to follow up in a few weeks as well.

Contact us if we can help build your network!