Article contributed by Glenn Kirkwood.
First you need to ask yourself what your goals are for participating in any networking meetings. This way you will pick groups that will help you get what you are looking for. Some meetings are based more on learning, making contacts, and/or volunteering rather than on strictly making business connections. Here are a few things you should consider –
Visit as many groups as possible that spark your interest. Notice the tone and attitude of the group. Do the people sound supportive of one another? Does the leadership appear competent? Many groups will allow you to visit two times before joining.
Ask open-ended questions in networking conversations. This means questions that ask who, what, where, when, and how as opposed to those that can be answered with a simple yes or no. This form of questioning opens up the discussion and shows listeners that you are interested in them. This news is nothing new, my question is do you do it.
Become known as a powerful resource for others. When you are known as a strong resource, people remember to turn to you for suggestions, ideas, names of other people, etc. This keeps you visible to them.
Have a clear understanding of what you do and why, for whom, and what makes your doing it special or different from others doing the same thing. In order to get referrals, you must first have a clear understanding of what you do that you can easily articulate to others. You are the expert so make it SIMPLE, by informing others how you help people, not what you do.
Be able to articulate what you are looking for and how others may help you. Too often people in conversations ask, “How may I help you?” and no immediate answer comes to mind. If you don’t know, what chance has your referral team got.
Follow through quickly and efficiently on referrals you are given. When people give you referrals, your actions are a reflection on them. Respect and honor that and your referrals will grow. Your goal should be to make the referral source look good when you follow up with the prospect.
Call those you meet who may benefit from what you do and vice versa. Express that you enjoyed meeting them, and ask if you could get together. Fortune is in the follow up!
If the above sounds familiar, you heard it before or you find yourself saying “Well isn’t that all common knowledge” my question is this, Yes it is common knowledge but DO YOU DO IT?
