How NOT to Waste Your Time Networking

Ever wonder if networking, referral groups, and conferences are a waste of your time? Think about it?how many hours do you invest in deciding where to network, registering, getting there, "working the room," and then following up? How much real business do you generate from your networking efforts? How do you know where to invest and where to cut your losses?

If you're not thinking critically about how (or if!) to network, I guarantee that you're wasting a lot of time and money. Bonnie Lowe recently interviewed me for her upcoming e-book: Networkaholics Revealed! True Confessions of People Who Networked Their Way To Success (And How You Can Do the Same). Here's what we discussed:

B: What advice do you have for someone just learning about networking?or to make an experienced networker more effective?

K: My tops tips are?

1. Have a plan and use a system, based on your objective. Think about whom your "target audience" is and where you're most likely to find them. For example, if you want to reach small business, your local Chamber might be a good networking venue. If you're going after the federal government, the Chamber's probably not a good use of your time. If you're networking to change careers, think carefully about whom you want to meet. Then identify the events and organizations where you're most likely to run into them.

2. Don't expect people to respond immediately to your "offer." You have to build trust and a relationship. As Dan Williams, founder of The Networking Community likes to say, networking is a process, not an event. This means you'll have to show up consistently and build relationships outside of networking for the actual payoff to seeds you planted while networking. Before people will buy from you, they need to know and trust you. This doesn't happen overnight.

3. "Date" several organizations or groups, then commit to a small few where you can really have some visibility. Once you commit, take a leadership position to raise your visibility. Start out on a committee, then chair it, then run for office. Give lots of value in the form of information that makes people smarter and solves their problems...do not try to sell them on your services or push what you do.

4. Look at networking as a key piece of your overall marketing strategy, not the end-all and be-all. If you think it's all you need to do to grow your business, you won't get the results you want. Networking is a way to bring new "Strangers" into your revenue funnel, but you need other things to move them from Stranger to Acquaintance, to Friend, to Lover, to Loyal Partner. Read my article, How to Earn the Right, for details on this approach at

http://www.turningpointemarketing.com/free_resources/articles.html

B: How has networking helped you build your career/ business?

K: I've found my best professional resources and key alliances through networking, including the company that powers my website/CRM system, my Virtual Assistant, and an artist that I collaborated with to create gorgeous holiday gifts for my clients. Real business has come through follow-up conversations, experiences, and high-value information sharing. Networking was the start.

B: Do you have a specific networking "success story" you'd like to share?

K: Yikes, there are so many. Just showing up at events where I know a Big Name is speaking is a way to eliminate many degrees of separation. I introduce myself, make a comment that's WIIFM-oriented (What's In It For Me?) for the Big Name and ask if s/he would be willing to talk further by phone. It's the first step to building the relationship. People are people, and if you're not out to waste their time and have something of value to discuss, they'll have that follow-up conversation.

B: Any other comments or tips for networkers?

K: My favorite trick for people who hate to network is to take a buddy. I'm an introvert myself, so I know how draining networking can be. Go with someone else and talk each other up ("So and so is the leading expert on helping people like yourself solve the following problems...in fact, she recently got an award for ______; you've just got to meet her...here, I'll introduce you..."). This makes it easy to meet people and you double your reach in a room when two of you are working on each other's behalf.

 TurningPointe Marketing, Inc. All rights reserved. Marketing educator, Kelly O'Brien, is creator of the Create a TurningPointe! Marketing BootCamp and Advanced Marketing Clinic. To learn more about these step-by-step programs, get her FREE 20-page Marketing Guide and more how-to articles, visit http://www.TurningPointeMarketing.com

---

Lessons from the Wedding Mafia

One of my clients shared a story with me from... Read More

Politics, Religion, Race; Conversational No-No?s in Business

Do not destroy all your positive displacement and high energy... Read More

Is The Company You Keep Hurting Your Business?

When you look at your friends, it's like looking into... Read More

Networking

Networking: Is it who you know or what you know... Read More

The 4 Attitudes of Awesome Hospitality

Hospitality relates to the Latin term philoxenia, or "the love... Read More

How to Make the Most of Those First 30 Seconds

Did you just meet the most important person in your... Read More

What a Leads Exchange Group can do for You

What is the definition of a leads exchange and how... Read More

The A-B-Cs of Networking

In the workplace - and when dealing with workplace matters... Read More

The 4 Actions of Awesome Hospitality

These Actions of Awesome Hospitality? will help you manifest the... Read More

Unforgettable First Impressions Part 3: Time is (Not) On Your Side

You only have three seconds?Connect in under a minute?People decide... Read More

How To Make Your Next Networking Event A Success

There are people who are natural born networkers - those... Read More

How to Create an Interest Story for the Press

What makes a good interest story?An interest story is just... Read More

The Promotion Factor: Seven Strategies to Promote Yourself and Your Business by Playing Golf

Effective business promotion is more powerful than advertising. Using golf... Read More

Create a 10 Second Introduction From Your USP

You can generate a ton of business by networking, whether... Read More

The Power of Word of Mouth

Most of us remember the commercial that said, "I told... Read More

Make Money on the Internet - The Lifestyle Advantages of Professional Marketers

Some of the most successful businesses in existence today started... Read More

Work that Room, Baby!

Networking, schmoozing, making connections. Call it what you want, it's... Read More

Mother Said - Wash Your Hands

Think health articles are boring? This one isn't, so read... Read More

Successfully Meeting And Greeting - Ten Strategies For Getting Off To A Good Start

A day in the life of every businessperson is made... Read More

Why Cant I Remember Your Name?

You're terrible with names. You forget someone's name within ten... Read More

Building Bridges - The Importance of Being Connected Where You Live

As a Young Professional (YP) in the up-and-coming city of... Read More

Online Business Networking: How Personal is Too Personal?

Online networking has opened up some fantastic business opportunities for... Read More

Networking: Breaking into the Buzz

Breaking into conversational groups is one of the things people... Read More

Networking: What the Heck is a Ryze?

If you're new to the internet marketing club, you may... Read More

Youve Got Personality, Use It!

For the self employed professional, nothing is more important than... Read More

Test Your Networking Know-How

Let's test your knowledge on networking:1)The best definition of networking... Read More

Ten Simple Steps to More Customers with Better Networking

Networking is a great way to meet people in a... Read More

Unforgettable First Impressions Part 4: Become a Social Gift Giver

Do you ever wonder why single people give flowers, wine,... Read More

Networking in the Business world

Why is it so important to network with other people... Read More

Giving Referrals to Get Referrals

One of the best ways to get a referral is... Read More

10 Steps to Successful Networking

"It's not what you know, it's who you know."This old... Read More

9 Ways to Spice Up Your Nametags for More Engaging Conversation

Nametags are worn for a variety of jobs and functions,... Read More

How to Keep from Sounding LIKE Totally Stupid

June is reality check month. Lots of the resolutions have... Read More