Networking Insight: Seven Principles of Effective, Successful Business Networking

June 05, 2007

Seven Principles of Effective, Successful Business Networking - Part II

In my last post, Seven Principles of Effective, Successful Business Networking - Part I, I shared with you 3 important networking techniques. The first 3 techniques are 1) Set Goals, 2) Carry Business Cards at All Times, and 3) Take Good Notes on Business Cards. Here are the 4 remaining techniques:

4) Be Genuine

Your networking demeanor can have a huge impact on how you meet people and build relationships. Make sure you come across sincere and don’t try to oversell.

When talking with people, apply your full attention by listening, giving eye contact, asking questions and not interrupting. You actions will go a long way and tell people whether or not you’re a good conversationalist.

Make sure to build trust and a good relationship with people before you ask for help or try to sell to them. Over time, it will be easy to approach your contacts with your needs.

5) Offer to Help Others

While talking with people, pay special attention to their personal and business needs. By doing so, you will have the opportunity to help them. Offering to help others before you ask for help is a networking must.

Ways to help are to share resources, make introductions, gather data and perform consulting. By extending yourself to others, you will build a reputation as a doer rather than a taker. Networking circles are small. Your actions will be known.

When the time comes for your needs, you will be able to approach your network with ease and they should be very willing to help you.

6) Follow Up

After you meet people, it’s important to follow up. Without follow up, you won’t be able to build relationships and your network. It’s a good idea to follow up with people the next day so you’re still fresh in their minds.

While e-mail follow up is easy and less intrusive, telephone follow up can be more personal and effective with some people. Choose the most appropriate method. You can follow up with just a simple “hello” to tell people it was nice to meet them.

You can also e-mail a Web site link or article about something you talked about the day before.

If you offer to help someone – no matter how big or small – you need to follow up. Without following through, you won’t be taken seriously and your networking efforts won’t be very effective. You’ll also create a bad reputation.

7) Build Relationships

After you meet people, you need to continue to build your relationship with them. Without fostering these relationships, your network won’t be very valuable and attentive to your needs. Find ways to connect with your network by inviting them to breakfast, lunch, dinner, drinks or events.

By reaching out to them, you will come across as genuine and someone who values your relationships.

A great way to be in constant communication with people is to create an e-mail newsletter. Tailor the newsletter to a general interest so everyone can benefit from it. You can include event information, business articles and economic data. Whatever you decide, make sure it’s of value.

In addition, when you come across articles or other resources that could benefit individual people, send these items to them. Your contacts will appreciate your thoughtfulness and they will remember you.

Posted by Jason Jacobsohn | Permalink

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