The Dos and Don'ts of Networking

by Kristy Schnabel

To me, networking was a dirty word. The word meant that shy me had to go into a big room and talk to a bunch of strangers whose eyes avert searching the room once they realized I wasn't a good prospect. Having a home based virtual business, I naively thought that I could stay in my home office and that work would just flow in off of my Web site: wrong. I had to get out there and network.

After several months of doing the networking circuit, attending seminars and classes about networking, I've learned some important things:

Don't spread yourself too thin by attending so many different events that no one has a chance to get to know you. Do attend a group at least two times before deciding to join and part with a portion of your valuable marketing budget. You might have a great time with a group the first time you attend, and then the second visit may fall flat. Don't let one bad encounter with an individual represent the entire group either.

Do join different groups to fulfill different purposes. For example, you'll want one group where potential clients and referral partners hang out. You may join another group for support and education but not actively look for business among these acquaintances. And yet another group might be for prestige and visibility. Define the purpose of a group that you want to join and analyze whether it meets the goal you want to achieve.

Do welcome newcomers after becoming a member of a group. Remember what it was like to walk into the room knowing no one and everyone stands around talking to their friends in cliques? Do show genuine interest in getting to know people and finding out about their business. Even if their business doesn't relate to yours, you'll make a favorable impression, and you never know who they know who can be helpful to you.

Do approach a networking event with the right attitude. Once I made up my mind that I was going to an event to meet people and connect, the pressure was off to actually make a sale. People perceived my welcoming approach and I had a better experience. If you're nervous, have a standby interesting topic to pull out when you can't think of anything to say.

Don't enter a room and just hand out your card to people who you don't know. (I've seen this happen more than once.) My personal rule is that I never give out my card unless someone has asked for it. And when someone does ask for your card, it is a delight to give it to them because they are interested in you. In turn, ask for their card so you can follow up later.

Don't try to be all things to all people or your message will be lost. If someone needs services outside of your niche, do play matchmaker and refer business to your colleagues. You'll create a grateful colleague who will be eager to return the favor.

Don't rely only on networking to fill your marketing pipeline. Instead think of it as one facet of your marketing plan. Get out there and enjoy meeting new people who may become your friends, referral partners or both. Don't worry, the clients will follow. Now about that term “networking,” how about “making business connections” instead?

Summary

Networking can be an important part of your overall marketing plan. Find the right group by visiting them at least twice. Join an organization that meets your personal goal whether it's for social, education, or other reasons. Be courteous and show an interest in people rather than continually scanning the room for the best prospect. You'll have a better time and be more successful on the networking circuit if you approach each gathering as an opportunity to connect rather than to make a sale. Be generous and provide referrals when you can. It's all about making those business connections.

About the Author

Kristy Schnabel is an AssistU trained virtual assistant who creates time for independent professionals by making their administrative tasks disappear. For more information, visit her Web site at www.itsvirtuallydone.com , or email her at: kristy@itsvirtuallydone.com.

The Dos and Don'ts of Networking © 2004 Kristy Schnabel. All rights reserved.