| If you're networking with strangers,
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| | you're going to network with strangers,
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| you're wasting your time. A consultant
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| | go with the goal of making 2-3 lunch or
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| friend of mine recently complained, "I'm
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| | coffee dates with people you find
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| doing 2-3 networking events a week - and
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| | interesting.* Ask every happy customer
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| I'm worn out." When I asked why she felt
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| | you have (they're all happy, right?) for
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| networking was important, she replied,
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| | just one referral of someone who would be
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| "One of my marketing goals is to do at
| |
| | interested in your type of goods or
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| least 1 networking event a week." (I
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| | services, then call and use their name.
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| pointed out that she just admitted to
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| | ("Hi I'm Fred and Ginger said I should
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| doing 2-3 a week - and perhaps doing 1 a
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| | call you. Isn't Ginger great?") You
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| week is smart and doing triple that goal
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| | already have one thing in common -
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| is causing some of the fatigue.) But
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| | Ginger!* Create a network "hit list" of
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| there's much more to the great American
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| | the exact kind of businesses you want to
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| business myth of networking.Myth 1: The
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| | network with - maybe you sell software
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| more you network, the more effective your
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| | and you want to meet IT managers at
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| networking activities become.Truth 1:
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| | medium-size companies. Make the list and
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| It's much more important to become
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| | put it in your little black book or PDA.
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| well-known in 1-2 circles than to spread
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| | Focus your networking and outreach
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| your networking activities over many
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| | activities on only those people - or
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| different groups. Depth beats breadth
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| | others who can refer you to those
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| every time.I then asked her how
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| | people.* Join non-business groups and
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| networking was working for her. She said,
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| | spend time doing non-business activities:
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| "I don't think I have gotten a shred of
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| | Civic, social, religious, recreational,
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| business out of it in the last six
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| | musical, athletic... the list is endless.
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| months." Her rationale for doing
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| | Establish relationships with people in
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| networking: "Everybody knows that you
| |
| | your group. Perhaps you're a Moose and a
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| build a business by networking!" Does
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| | realtor. A Moose, as it turns out, wants
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| this make any sense? Or worse, does it
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| | to by a house from another Moose. If so,
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| sound familiar?See if this networking
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| | you have the Moose Market cornered! Are
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| scenario has happened to you:You meet
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| | you into hand-drumming. Guess what? A
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| someone for 30 seconds. They mumble
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| | hand-drummer will want to do business
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| something about real estate as you are
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| | with another hand-drummer. Get it?* If
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| tuning them out. They ask you what you
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| | you do go to a "mixer" go with a targeted
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| do, and you say you are in insurance.
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| | goal in mind. For example, your goal
|
| After 10 seconds of staring blankly at
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| | might be "to meet three people on my
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| each other, you both head to the celery
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| | target list and get their card so I can
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| sticks for lack of anything better to
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| | follow up for breakfast, lunch, coffee or
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| do.Myth 2: The cocktails and miniature
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| | badminton." A traditional "networking
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| wiener circuit is the way to network to
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| | event" now becomes simply the first phase
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| successTruth 2: Networking with strangers
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| | of your targeted plan for global
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| to build business is about as effective
| |
| | domination, and not an end in
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| as going to a bar to get married. In the
| |
| | itself.Here's a final thought to shake up
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| words of Dr. Phil, "It simply ain't gonna
| |
| | your networking mindset: Network with
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| happen that way."Here's why you're not
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| | people who already know you, like you, or
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| going to meet your business soul mate at
| |
| | have done business with you.Myth 3:
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| a networking event:1) You aren't going
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| | Networking is all about getting more
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| to do business with someone after meeting
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| | people to know what you do.Truth 3:
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| them for a few minutes and getting handed
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| | Networking is all about getting people
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| a poorly printed card.2) Businesses are
| |
| | that already know you to share
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| built on relationships and not "30-second
| |
| | opportunities where you can be helpful to
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| commercials," no matter how effective and
| |
| | each other.Make 2-3 phone calls a day to
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| intriguing.3) Most of us have major
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| | connect with people from past jobs,
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| trouble in explaining what we do, much
| |
| | former clients, or influential people who
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| less getting past that explanation and
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| | have expressed interest in you in the
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| listening for what prospects need.4)
| |
| | past.We all have a "fan base" that we
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| Networking with strangers is not targeted
| |
| | grossly underutilize.Think about tapping
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| or specific and in fact is completely
| |
| | into friends, colleagues, mentors, and
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| random. For some people, networking is
| |
| | family to mine the connections you
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| exactly as effective as cold calling,
| |
| | already have at your fingertips.So get
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| which is the least effective marketing
| |
| | out there and network - but make it worth
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| tool there is.So am I saying that
| |
| | your investment of time and energy by
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| networking is a waste of time? Absolutely
| |
| | networking smart. As your mother always
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| not. What I'm saying is you need to start
| |
| | said, "Don't network with
|
| networking smarter.Here are a few
| |
| | strangers."Marketing and innovation
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| thoughts to jog your noggin:* Network by
| |
| | expert David Newman has written 8 books
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| having coffee or lunch with people one on
| |
| | and has been quoted in dozens of national
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| one. Get to know them and their business.
| |
| | media outlets. David is also a
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| They may become a prospect, alliance
| |
| | sought-after speaker and seminar leader.
|
| partner, or referral source. But aim
| |
| | Visit for more free articles and
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| first and foremost to make them a friend.
| |
| | resources.
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| The rest will follow naturally.* If
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| |
|