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How Do You Network?

Written by: Adam Sonnhalter

Article Overview: Networking is one of those words that typically conjures up some sort of image in everybody's brains. Some will be positive. Some negative. And some can take it or leave it. One of the things I've noticed lately is that there seem to be a lot more people "networking" lately. Many for the first time or for the first time in a while. The trouble is, most people are doing it wrong!

How Do You Network?

Networking is one of those words that typically conjures up some sort of image in everybody's brains. Some will be positive. Some negative. And some can take it or leave it. One of the things I've noticed lately is that there seem to be a lot more people "networking" lately. Many for the first time or for the first time in a while.

The trouble is, most people are doing it wrong! I have a couple of reasons for why that might be and what you can do to avoid being one of those people who are networking in the wrong way:

1. Have a Plan: as silly as this sounds, it's key to have a plan before you go into any networking function. You can pull together your plan on the way to the event, or in a couple of minutes in the parking lot after arriving at the event. Start with your purpose for attending the event. Is it to meet new potential prospects for your business? Did a customer invite you to the event? Are you supposed to meet someone in particular? Whatever the plan is, just get it straight in your head before walking in so you know why you're there.

2. Don't Hang With Friends: while you want to acknowledge and talk with people you already know for a few minutes, be careful not to spend the entire night talking with someone you already know. One of the main objectives of any networking is to meet new people.

3. Don't Eat Or Drink Too Much: while most of these events will have some food and beverages available, remember that you're there to "work", not to stuff your face with jumbo shrimp and martinis.

4. Bring A Friend: for many people, just the thought of walking into a room full of people they don't know gives them the heebie jeebies! A great way to get around this is to attend the event with a friend. Be careful to keep #2 in mind and don't just hang out with your friend all night (you can do that some other time!). In fact, why not make it one of your goals to introduce 1, 2, or 3 people to your friend at the event who may be a good prospective customer for them. It's often easier for someone else to open the door for you than having to do it yourself.

Keep a couple of other things in mind as well when networking. First, networking is a long-term marketing strategy. In short that means that it takes time to develop business because what you are doing is developing relationships. If you start networking thinking that it will lead to immediate business, chances are you will be frustrated and disappointed and you will quickly give up.

A second thing to remember is that the purpose of networking is to grow your list of people who Know, Like, and Trust you. It starts with the initial meeting of someone at an event who you didn't Know before. The key is to do something either during or soon after the event to help move that new person you now Know from your Know bucket into the Like bucket and hopefully eventually into the Trust bucket. One of the best ways to start that process is to set up a time after the networking event to meet that person for breakfast, lunch, or coffee to see if your Know progresses to Like.

While networking is a long-term marketing strategy, there is no better time to start than today. If you continue to hold off on networking, in three months you will have wished you started today. So get out there and start adding people to your Know bucket!

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Article Tags: building know like and trust, network properly, networking



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