Effective business networking is the key to building a powerful referral network that significantly increases your access to new leads, prospects and customers. Through trust and relationship building, your referral partners become become walking and talking advertisements for your business!
1. Networking is about being genuine and authentic, building trust and relationships, and seeing how you can help others.
2. Set goals for yourself prior to participating in networking meetings so that you will pick groups that help you get what you are seeking. Some meetings are based more on learning, making contacts, and/or volunteering rather than on strictly making business connections, but every face-to-face meeting is an opportunity to network.
3. Network and visit as many groups as possible that spark your interest. Notice the tone and attitude of the group. It is generally better to find people that are supportive and where the leadership appears competent. Many groups will allow you to visit two times before joining.
4. Hold volunteer positions in organizations. This is a great way to stay visible and give back to groups that have helped you.
5. Ask open-ended questions in networking conversations. This means questions that ask who, what, where, when, and how as opposed to those that can be answered with a simple yes or no. This form of questioning opens up the discussion and demonstrates your quality as a listener.
6. Become known as a powerful resource for others. When you are known as a strong resource, people remember to turn to you for suggestions, ideas, names of other people, etc. This keeps you front and center in their minds.
7. Present a clear understanding of what you do and why, for whom, and what makes your doing it special or different from others doing the same thing. In order to get referrals, you must first have a clear understanding of what you do that you can easily articulate to others.
8. Be able to articulate what you are looking for and how others may help you. What do you need next? What is the best referral for you? Too often people in conversations ask, "How may I help you?" and no immediate answer comes to mind.
9. Follow through quickly and efficiently on referrals you are given. When people give you referrals, your actions are a reflection on them. Respect and honor that and your referrals will grow.
10. Call those you meet who may benefit from what you do and encourage them to keep in touch with you. Express that you enjoyed meeting them, and ask if you could get together and share ideas.
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