Networking is...

...keeping in touch with people you've met over time for mutual benefit.

For many people, networking evokes uncomfortable memories of walking into a room with a sea of unfamiliar faces. It is often seen as its own distinct activity, where business cards are exchanged and hands are shaken. In reality, it's something we all do, every day, with our friends, colleagues, clients and acquaintances. At its most basic level, networking is about forming and maintaining relationships.

'Those who give always gain. Favours get returned.  This is the essence of networking'.

Your networking strategy

1. Decide on your networking objective, and plan how to achieve it.

   Are you looking for new customers? Or new business opportunities? Or are you doing research?

   Are you looking for referral group members and/or joint venture partners?

   What help, advice or contacts have you got that might help your target audience?

2. Find your ideal networking resource:
   
   • Networking online (especially LinkedIn).
   • Twitter
   • Breakfast and lunch networking groups.
   • Conferences.
   • Seminars.
   • Trade shows.
   • Regional networking groups such as Bob's Club.
     
     
3. Follow the Dos and Don'ts of Networking
   • Stop selling, start helping
   • Do set targets but don’t be ruled by them. Set yourself a simple metric, such as wanting to generate three new business leads per event.
   • Do follow up on connections, and do so within 24 hours of an event, before the momentum is lost and a lead goes cold.
   • Do share. If you want referrals, offer to make referrals to people you feel that you can recommend.
   • Do practice your “elevator pitch”. Make it short and memorable – people zone out if you give too much information.
   • Don’t be impatient – it might lead to you ignoring responses. Many entrepreneurs “work the room” without actually listening to what people are saying to them. That’s not the way to make connections.
   • Don’t be pushy with the self-promotion. It is irritating and it’s much better to give clear examples of things you have achieved, in context.
   • Don’t be timid. Networking requires you to speak to people you don’t know and to really make an effort to find points of connection, even if you find that a challenge. It will pay off in the end.
     
     

Networking at events, seminars and networking groups

1. Always arrive with a positive mindset.
   
   • Remember that everyone in the room feels the same. It's just that they're disguising it.
   • You have something in common with everyone in the room. You are all there to network, so every approach you make should be welcomed.
   • If introducing yourself doesn't come naturally in this situation have some simple open questions to hand, such as 'Is this your first time here?'  
   • Use these questions to develop the conversation.
2. Prepare and practice your elevator speech in advance.

3. Talk to new people.
   
   • It's always good to renew existing relationships, but make your priority to meet new people.
   • Ask them open questions
   • Small open groups of two or three will always welcome you. Closed groups of three or more are more difficult to break into, unless you already know one of them.
4. Move from person to person.
   
   • However well you are hitting it off, remember that they are not just there to talk to you.
   • Take their card and agree, if appropriate, to follow up your conversation the next day.
   • Suggest, maybe, that you stay in touch using an online networking tool such as LinkedIn.
5. Follow up afterwards and track your success.

'You can get everything you want in life if you help enough people to get what they want.'