All too often I hear entrepreneurs and business professionals say, “Networking doesn’t really work for me.” This statement perplexes me because I know the power of networking from personal experience. That got me curious, and I started asking questions and observing people while networking, more closely.
I noticed that there are primarily two kinds of entrepreneurs and/or businesspeople. The first group values people first and transactions second. The 2nd group values transaction, or money first, . . . and many of them, unfortunately, overlook the value of the human being within the transaction itself. They sadly see the person as a means to their transactional end.
As you may have guessed, the base values of the individual drive the type of business and networking they do. Those who value people first see the value of people, networking, cultivating relationships, and building a strong referral team. They realize that it takes time to earn the trust and respect of colleagues, and they are in it for the long haul.
Those who value the transaction or closing the sale as a higher value, on the other hand, seek instant gratification. They network to “work a room,” find their targets, and turn a transaction. When they strike out they blame it on the event or networking itself. ☹
All that said, you might be thinking, Hey! I am a “people first” person, and I could get better results from my networking. To which I would say, consider the following 9+ questions. Get real with yourself and spend some time answering them:
- Do you have a networking plan?
- Do you understand why you network?
- Do you understand the entire process, from the prep state to the networking process, to the follow-up work?
- Do you allow time for relationships to develop within the event and outside?
- As a “people first” person, do you serve? Do you give to your community/network?
- Do you have a clear answer to question, “What do you do?”
- Can you easily explain the benefits of what you do and tell a potential client or referral partner why they should work with you?
- Do you know what you need, and how to clearly ask for it, in terms of business development, and clients?
- Have you chosen 3 – 5 networking groups to attend?
- Do you attend them regularly?
- Are you “visible” at the meeting and other related events?
- Do you engage as a giver?
- Do you follow-up?
If you can confidently answer those 9+ questions, you understand and appreciate the value of networking, and you have probably formed some amazing friendships as well. Keep it up! The relationships you cultivate through networking will enrich your life and help you build a strong network.