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

---

How to Shmooze

Definition: talk idly or casually in a friendly way Value:... Read More

Planting the Seeds of Greatness - Make it Great Newsletter #7

Thought of the WeekThis week, I'd like to challenge you... Read More

The Secrets to Networking Success

Recently I was interviewed for a book on networking. My... 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

You Can?t Spell Networking Without Serendipity

"Fear not to entertain strangers for by so doing some... Read More

How to Generate More Business by Telling People What You Do

What do you tell people when asked what you do?... Read More

Real Business Networking Doesnt Happen at Networking Events

Real networking isn't about handing out business cards at a... Read More

How To Make Your Next Networking Event A Success

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

Network Marketing Secret: On Becoming the ?GoTo? Guy

For years we've been taught to identify ourselves as reps... Read More

Giving the Gift of Your Name (The Networking Factor)

Although, this is about giving the gift of your name... Read More

Time to Hire a Professional Networker?

It used to be that people said that there was... Read More

Why Cant I Remember Your Name?

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

Growing Your Network of People Can be Easy and Fun!

A few years back when I moved to Charlotte, NC... Read More

Networking: Strangers, Friendship, and Business Growth

You already know that uncomfortable feeling, that knot in your... Read More

Building Business Relationships in a Roomful of Strangers

You approach a stranger at an association meeting or industry... Read More

Networking

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

How to Gain Maximum Value from Your Networking Time

One of the best ways to get business is through... Read More

How to Keep from Sounding LIKE Totally Stupid

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

How Well Do Your Customers Know You?

Know your customer, know your customer, know your customer. Three... Read More

Defining a Quality Networking Group

When it comes to quality, how do you choose the... Read More

Ask for Referrals: And Get the Answer You Want!

Why are people scared to ask for a referral? Is... Read More

10 Effective Ways to Remember Names

Sigmund Freud says "a person's name is the single context... Read More

How to Make the Most of Those First 30 Seconds

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

Networking Know-how

Successful networking requires the understanding from the get-go that it... Read More

Are You Really Listening: The Importance of Strong Communication Skills

Let's face it, when most people think of IT professionals,... Read More

Develop a Great Network - Pay It Forward for Maximum Success

Who needs a network of people to talk to about... Read More

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

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

Mother Said - Wash Your Hands

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

Should You Offer Commissions For Customer Referrals?

As a small business owner you may find yourself in... Read More

A Vital Habit For Selling Big Ticket Items

I hope the title of this article aroused your curiosity!... Read More

Your Front End

While surfing for traffic or browsing your safelist emails, you... Read More

The Anatomy of a Brain Cramp; The Retainer and the Lavalava - Communication

In life, you have to successfully work with people to... Read More