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Networking for Success
“Networking” has evolved from an optional social and business
practice to a requirement for any serious entrepreneur. As a business
tool, nothing can replace the ability to “connect the dots”.
Develop networking skills and make them part of your life. It should be
something you automatically do without even thinking.
These are elementary concepts most have us are familiar with, but haven’t
really put to use. Why? Shyness, not quite sure how to do it smoothly?
Don’t know exactly what to say? Concern over some unknown fear? Go
to that luncheon...join that club...be invited to someone else’s
club.
In today's entrepreneurial environment there are many opportunities to
meet other technical, financial, management and marketing people. Venture
Capital Groups, the MIT Enterprise Forum, Software and Internet Councils,
Merger and Acquisition Seminars...the list goes on and on.
The point is get out and go! You may find the perfect partners, develop
a profitable joint venture, meet your next venture capital investor, find
someone who wants to buy your company or take you public. You will never
know unless you are there.
Whenever you meet someone.
- Don’t think of networking as prospecting. Just get into the
habit of talking to people. In elevators, super market lines, meetings,
social gatherings such as fund-raisers and parties, the theater at intermission.
It’s a painless way to practice. You’ll learn how to find
out what people do and what their interests are.
- Don't use people. Have the attitude that you are there to learn from
the program, ask questions of participants and participate as an equal.
- Think of it is a numbers game. The more people you meet, the greater
your opportunities to connect with the right ones at the right time.
It doesn’t have to have a purpose...at the time ...think of it
as stocking up nuts for the winter.
- A lot of networking activity is connected to the business card (don’t
leave the office without yours). It’s your reminder that your met
this person and discussed......business tool. Asian groups are especially
sensitive about the way business cards are handled, given and received.
Be sure you know the etiquette
The value of a business card can’t be over stressed.
- Don't be obnoxious (we’ve all recoiled from the stranger barging
through a crowded room pushing his business card into every available
hand.)
- Ask for someone else’s card before offering yours. (I’ve
really enjoyed talking to you to you. Do you have a card?
- Build a reason to do so into the conversation (for example, if you’re
referring someone you’re talking to a new Computer Store, write
the name of the store on the back of your card.)
- Get a good organizer, Palm Pilot or PIM for your computer and use
it religiously. Many PIM's will allow you to make connections between
contacts, a valuable tool when you cannot remember where or when you
met someone.
- In today's information age your income is directly related to the
size of your personal contact list. So build that database!
What happens to business cards when you get back to your office?
- Pass on referrals..............the true value of networking is that
it works both ways. Promote those who you meet to others and introduce
them to possible good contacts for their business. Concentrating on
them will put you at ease and they will remember you as a great resource
and net worker.
- Write on the back of cards...but never in the presence of the giver.
It is impolite to deface another persons representation. A little like
putting graffiti on someone's home or office.
- Follow up. If you tell someone that you’ll call them next week,
or mail, fax, or e-mail fax something of mutual interest....DO IT!
- Always meet the speaker, compliment them on their presentation and
ask for their card as you give them yours. These are the most qualified
individuals you will meet. Ask them if you can call them or at the very
least follow up with an email so they remember you.
Some of these ideas may seem like kindergarten, but you would be astounded
by the number of people who don’t understand the value of networking,
or how to do it.
Opportunities present themselves for a reason. You don’t have to
know the reason at the time...... whatever the reason is, you’ll
be able to make the most of it.
Remember that business cards do no good in your pocket or on your desk.
Like a stamp, they only serve a purpose when they are outside your control.
We regularly go through 250 - 500 business cards every six months.
Happy networking.
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