How Do You Network?

Even before we’ve gone into business, we’re taught about the importance of networking.  “Who you know is just as important as what you know,” you’ll hear. 

They’re right, too. 

Knowing the right people can make the difference between getting that lucrative contract and coming up short. Knowing just the right specialist can mean the difference between meeting an important deadline and falling behind. 

We know the importance of networking, but many professionals and even some entrepreneurs are content to hand out a few business cards and call it a day. To be effective, you need to go further with your networking. Here are some ways you can do just that:

Avoid Hit-and-Run Networking. You know you need to network, and you know you need to network with as many people as possible. Don’t just say hello and leave your business card though. Take the time to get to know the person you’re speaking with. Find out their interests and what they’re looking for. These are the kind of contacts you’ll want.

Concentrate on one person at time. If you want someone to do business with you, give them your undivided attention. Try to avoid looking around the room and sizing up your next mark.

Follow up with your new friend. Ideally, you want to cultivate a better relationship with that person to discuss your common business interests in more detail. The best way to do this is with a more personalized message rather than with a generic one, and the best way to send a more personalized message is to get to know someone first.

It’s sometimes better to give than to receive. Your first thought when networking may be to seek out the people who can do the most for you. That’s what it's for, right?  Well, not exactly.  A successful relationship has a certain amount of give and take. The new contact might not have anything to offer you at the moment, but you may have something they need. Don’t be afraid to share. Karma can be a powerful force in business as well as other aspects of life.

Make sure to listen as well as talk. You may have prepared a perfect introduction and sales pitch, but it’s important to listen as well. People don’t always want to be sold something. 

Try to gauge who you’re dealing with. Not everyone is outgoing and boisterous. Think about how you would prefer to be approached by a salesperson in a store. Do you prefer to have them right there or would you rather they were a little more low key? Do you prefer to receive a sales pitch or would you rather they waited until you ask questions. Tailor your approach to best fit the person you’re dealing with.

Though it’s sometimes become a cliché, the importance of good networking can’t be overstated.  Use these tips to get the most out of it.