Don’t Stop Networking, Just Start Doing It Right

Don’t Stop Networking, Just Start Doing It Rightstring(50) "Don’t Stop Networking, Just Start Doing It Right"

April 7, 2022
, , Networking 2

I once read an article in a major online business venue. The title was “Stop Networking.” That is what the author was telling people. “Stop networking – it is so mercenary.” That is what he called it. The problem was that every example he gave on how networking doesn’t work was an example of really, really bad networking. So, he gave these really bad examples and then said to stop networking.

Instead of networking, the author said to do these five things:

  1. Focus on relationships, not transactions.
  2. Don’t ask for something before you give something.
  3. Don’t make the process about you.
  4. Strive for quality, not quantity in your relationships.
  5. Volunteer for leadership roles in the organizations that you belong to.

I would argue that ALL FIVE of these strategies are, in fact, all about networking. Networking the right way. In that article, bad networking tactics were presented as the reasons that people should quit networking altogether. Networking can be done horribly wrong, but networking isn’t bad. In fact, when it is done right, it is a fantastic way to build your business. So don’t stop networking – just start doing it right.

Relationships

Networking absolutely is all about relationships. Not transactions. I have been saying that for many years. The key to networking events is to make solid connections with people so that when you follow up with them, they remember who you are when you invite them out to coffee or lunch. When you go to business networking events and you try to sell to people, they are never going to want to meet you again.

I think many people still confuse direct selling with networking. When people use networking as a face-to-face cold calling opportunity and are trying to make a sale, networking gets a bad rap.

Giving First

The article’s second point was to not ask for something until you have given something. I wholeheartedly agree. I used the philosophy of Givers Gain® when I started BNI® in 1985, and it continues to be the principal core value of the organization. It is based on the law of reciprocity and the concept of giving to others without expecting anything in return.

I have been talking about the social capital aspect of networking for a long time. You need to invest in social capital. If you want people to be eager to meet with you after networking events, the key is to find ways to help them.

Be Interested

When I talk to people about successful business networking, I tell them to be more interested than interesting. It is not all about you. Do what you can to make a connection, especially if you are networking up to someone who is more successful than you. Rather than showing off, show interest. Ask them about their business and their current projects. Don’t talk about yourself, or even worse, don’t make a sales pitch to them the moment you meet them. We’ve all heard people say, “It never hurts to ask, right?? Wrong. It totally hurts to ask. Contrary to popular belief, it hurts to ask for business if you don’t have the relationship.

Focus on Quality

The next point is quality over quantity. The one thing that is more important than the size of your network is the quality of your network. It is a people puzzle, not a numbers game. It is about finding out about the people you are meeting with and finding ways to build deep, mutually beneficial business relationships with them.

If your network is a mile wide and an inch deep, it will never be successful. Instead, your network needs to be both wide and – in places, deep. A large network with multiple quality relationships makes for a much more powerful personal network.

Volunteering

The last point in the article is to become engaged in the groups that you belong do. I completely agree. If you really want to stand out in BNI or in any profession or civic network, volunteer and become a leader. It is amazing how much exposure you can receive when you are helping to run a group that you are active in.

You can gain visibility in your community through volunteering. Remember, people need to know, like, and trust you to have the confidence to refer other people to you and your business. However, it is important to remember that volunteering is not a recreational activity, it is a serious commitment.

The best way to network is to connect with people. Get to know them, build a relationship, and find ways to sincerely help them rather than using networking as a sales opportunity. You can achieve business networking success by building relationships and networking with a Givers Gain attitude.

My advice is don’t stop networking. Just start networking the right way.

extroverts

Both Extroverts and Introverts Are Great Networkersstring(51) "Both Extroverts and Introverts Are Great Networkers"

March 18, 2021
, , , Networking 7

A common myth is that only extroverts are the best networkers. It is a fact that extroverted people are better at meeting new people. Even if they are not outgoing, introverted people are better at communicating ideas and forming meaningful relationships with referral marketing. Therefore, introverts are great networkers too.

Networking is a two-part process for both extroverts and introverts

First, you have to meet someone new and share information about yourself. Extroverts may be better at this first part of the networking process. While introverted people tend to avoid networking because they are uncomfortable initializing conversations with strangers.

Introverts are better at the second part of the networking process. Introverted people are better at building strong relationships with the people they know. Introverts are better listeners and ask more questions to understand the person’s business. Networking is about building relationships.

A good networker has two ears and one mouth and uses each proportionally

  1. Become an ambassador

If you feel uncomfortable approaching strangers at a business mixer, become an ambassador for your chamber of commerce or other organization. In this role, you become a host for the group. Therefore, you easily meet new people by engaging in small talk to break the ice when you greet people and say, “Welcome to our event. My name is [your name]. I’m an ambassador for the chamber and the owner of…”.

      2. Become a volunteer

Are you a volunteer for a cause you feel passionate about? You can give your time at an event, share your talents with the organization, or help solicit donations. Then you will start off talking to others about the cause and soon you are networking. Giving your time, talent or treasure can be effective opportunities for meeting new people. Many of these people could become your future clients.

       3. Become an influencer

Another way to break the ice is by speaking formally to a group about a specific topic. People have become great networkers by joining a parent-teacher association or coaching in their children’s sports league. There are opportunities to speak on behalf of the children. Even an introvert can muster up some charisma and get in front of a crowd. Becoming a public speaker helped me.

Networking is a skill that can be learned no matter your level of gregariousness. If you are uncomfortable when networking, take advantage of training seminars and workshops that teach you how to network effectively. Plus, you can take steps to interact with people in other ways to help break the ice. In conclusion, you will find that when you learn ways to handle these situations, you will become more relaxed and confident in a networking setting.

Volunteering

Visibility through Volunteeringstring(31) "Visibility through Volunteering"

December 9, 2019
, , , BNI Foundation 2

One of the first steps toward networking your business is to become more visible in the community. Remember that people need to know you, like you and trust you in order to refer you. Volunteering can position you to meet key people in your community. It connects you with people who share your passion. Volunteering gives you opportunities to demonstrate your talents, skills, and integrity, as well as your ability to follow up and do what you say you are going to do. It instantly expands the depth and breadth of your network.

Volunteering is not a recreational activity: it’s a serious commitment. Remember that people need to know you. They need to like you, trust you, in order to refer you. Volunteering can actually position you in order for you to meet key people in the community- a connection with people who share your passion. I believe that people who volunteer demonstrate their commitment to a cause without concern for personal gain. Thus, you should be volunteering with organizations which you have genuine interest in and concern about. So to find an organization or a cause that relates with your interests, you need to approach volunteerism with a healthy level of thought and strategy. How do you decide which organization to support?

Here are a few things to think about when you choosing a service organization to volunteer at:

  • What are three organizations that you can identify that appeal to you? Choose the one that most appeals to you and research the group online.
  • Will that group give you the opportunity to meet one of your professional or personal goals? Will you have an opportunity to connect with other people who will be supportive of your business?
  • After visiting the group, do you still want to make a final commitment of your time?
  • Are other group members satisfied with the organization?

It is really important to get to know your referral partners better so that you can pass referrals to them. Ask others during your one-to-one’s a few of these questions about their volunteering activities:

  1. What do you enjoy doing in your spare time, and is there any connection to serving the community?
  2. What hobbies do you enjoy, and do they provide any opportunities for volunteering?
  3. What brings you joy and satisfaction?
  4. What social or health issues are you passionate about?

Volunteering is a great way to get visibility in your community. It’s a great way to build your personal network.  Don’t be a cave dweller. Get out, connect with your community and volunteerism is a great way to do that. I encourage you to do so.

9 Questions to Help You Start Gaining Visibility through Volunteeringstring(69) "9 Questions to Help You Start Gaining Visibility through Volunteering"

March 17, 2014
, , , , , Givers Gain, Giving, Growth, Networking, Networking Tactics, Social Responsibility, Visibility, Word of Mouth 2

One of the first steps toward networking your business is to become more visible in the community. Remember that people need to know you, like you and trust you in order to refer you. Volunteering can position you to meet key people in your community. It connects you with people who share your passion. It gives you opportunities to demonstrate your talents, skills and integrity, as well as your ability to follow up and do what you say you are going to do. It instantly expands the depth and breadth of your network.

 

People who volunteer demonstrate their commitment to a cause without concern for personal gain. Thus, you should be volunteering with organizations or causes for which you hold genuine interest and concern. If administrators or other volunteers perceive that you are in it primarily for your own gain, your visibility will work against you, and you will undermine your own goals.

Volunteering is not a recreational activity; it’s a serious commitment to help fulfill a need. To find an organization or cause that aligns with your interests, you need to approach volunteerism with a healthy level of thought and strategy.

Start by asking yourself the nine questions below.

1. What do you enjoy doing for yourself in your spare time?

2. What hobbies do you enjoy?

3. What sports do you know well enough to teach?

4. What brings you joy and satisfaction?

5. What social, political or health issue are you passionate about because it relates to you, your family or your friends?

6. Based on the answers to the first five questions, what are three organizations that you can identify that appeal to you? (Examples: youth leagues, libraries, clubs, activist groups, church groups, homeless shelters) Choose the one that most appeals to you, and research the group online and in the community.

7. Now that you’ve researched this group, will it give you an opportunity to meet one of your professional or personal goals? If so, visit the group to “try it on.”

8. Now that you’ve visited this group, do you still want to make a final commitment of your time?

9. Are other group members satisfied with the organization? (To learn this, identify three members of the group to interview in order to assess their satisfaction with the organization. Consider choosing a new member, a two- to three-year member, and a seasoned five- to six-year member to interview.)

Once you’ve done the research required to satisfactorily answer these nine questions, join a group and begin to volunteer for visibility’s sake. Look for leadership roles that will demonstrate your strengths, talents and skills. In other words, volunteer and become visible. It’s a great way to build your personal network.

Are you already an active volunteer?  If so, what organization do you volunteer for and how has it helped you gain visibility within your community?  I’d love to hear about your experiences so please share your thoughts in the comment forum below.  Thanks!

 

Two Tactics to Help with the ABCs of Networking — “Navigating the VCP Process® to Networking” Seriesstring(119) "Two Tactics to Help with the ABCs of Networking — “Navigating the VCP Process® to Networking” Series"

August 23, 2012
, , , , , Building Relationships, Connections, Credibility, Giving, Guest Blog, Ivan Misner, Marketing/Sales, Networking, Networking Prep, Networking Tactics, Profitability, Referral Institute, Referrals, Relationships, Self Development, Social Capital, Video Blog, Visibility 4

(Part 7 of 12 of the “Navigating The VCP Process® To Networking” Series)

TR Garland (featured in this video with me) is a friend of mine and co-author of one of my most recent #1 best-selling books called “Building The Ultimate Network.”  He’s also considered a top trainer for the Referral Institute.

For some time now, we’ve both observed a need to drill down on one of the most important and foundational concepts to networking – The VCP Process®.  Seven months ago, we started a much-anticipated 12-part monthly series of blog posts which addresses this and contains some very timely information for networkers across the globe.  Today, we’re proud to share with you Part 7 of the series  which is a follow up to the Part 6 video blog we did about the ABCs of networking.  Enjoy!

Please let us know what you think of the ABCs of Networking concept, the two tactics we offer in this video, or just the video in general.  We’d love to read your comments in the comment forum below.  Thanks!