Who do you think are the people that do networking?
How many networking specific events have you attended in this last month?
What number of people did you meet with one on one in person from these networking events this last month?
Did you enter your answers in the comments section of this article?
This article is all about networking. There are three concepts to fully grasp in order to even think of becoming an excellent networker.
The first networking concept to know in networking is you are always networking. What exactly does this mean?
ABN – Always Be Networking
This means always have your cards (a business card or your personal information card if you are looking for work) with you. There will always be an opportunity to have a conversation and interact with another person. You are not pitching anything. You are connecting. You are getting to know a person. You are asking if they would like to set up a meeting one on one and then schedule the date, time, and location.
Understand you may never conduct business with this person. Now many people do not understand this concept at all. They say, “Well if that is the case, then why bother with all of this nonsense!” Here is the concept – you are creating a relationship!
If the choice were given to me to knowingly obtain ten customers/clients or ten reliable relationships which would each last a lifetime – my choice would always be the latter! One relationship might turn into ten referrals as customers/clients meanwhile a lasting relationship will be created.
The second networking concept to know in networking is become the go to person. When you build up your network and let me say this right now it does not have to be huge as in hundreds or thousands of people… what it has to be is great as in the right people with the right skill sets who are excellent at what they do.
Now when you hear someone say they need something as part of a conversation you are able to offer to make a connection to the exact type of person they are seeking with the expertise they require. This is how my network provides my clients and my contacts with assistance all of the time. They know to ask me and then through my network the introductions are made.
The third networking concept to know in networking is to be the one to add value first. Please do not take this to mean that once you add value you expect or even assume you will be handed back a return in kind or better. It is exactly what the statement means – be the one to add value first. Ask questions, probe into what a person might need for their business or personally and see how you might add value. If this concept totally has you stumped read the book by John C. Maxwell Intentional Living.
In summary, three networking concepts to know –
- ABN – ALWAYS BE NETWORKING
- BE THE GO TO PERSON
- ADD VALUE FIRST
Practice these three concepts and make them part of your daily life and you will be on your way to becoming an excellent networker.
Mitch Tublin runs a boutique consulting firm with a main focus on Leadership Development, Executive Coaching and Business Advisory. Based in Stamford, CT. they have clients all over the world.