Business Networking Calibre

Does your Networking for Business have Calibre?

Everyone has a view about networking for business and rather like the general election in 2010 most of those views will fall into three categories.  It works, it doesn’t work and the ‘don’t knows’.

It does work, if you do it right!  To gain the most from business networking, you need to have networking calibre!

Confidence

Confidence is a dynamic of business networking that you must have to succeed.  Most people will feel some degree of discomfort when they start networking for their business, but that will soon pass when you realise that networking is something you can do well - and get results from.  Because networking for business is face-to-face marketing, the perceptions of others are very important.  If you don’t appear confident about yourself and your knowledge of your own business, why should anyone else have confidence to recommend you or ask you to be a supplier to their business?

Attitude

A positive attitude and outlook are a huge benefit when you are networking for business, because both will enable you to begin to build relationships with the people you meet and, in doing so, establishing trust.  If you need a mental picture to get you in the right frame of mind for a networking for business event think of it this way.  Are you a radiator or a drain?  Do you radiate an approachable and pleasant persona, or are you going to drain the life and energy from the room with negative attitude and comments? 

Likeable

Because people buy from people, especially when they are looking for a service based supplier, a positive and amenable approach is vital to networking for your business.  Smile, make good eye contact and listen to, rather than just hear, what people are telling you about their business.

Information

Think about how you describe your business offering to people.  Please start by introducing yourself and telling people your company name.  Instead of launching into a description that tries to cover everything, why not start by telling people how you help your clients.  So “I help my clients with, I help my clients to, I help my clients with, I help my clients when”.  You can follow this up with an example of something you have recently done for a client.  Or you can start with a statement about your business and follow that with, what that means is that I……….

Business

We network for business, i.e. to generate new revenue for our business.  Please do not believe that means that you should either expect your target market to be in the room, or that you should sell to them if they are.  Networking for business is about the long-term, building relationships and establishing trust.  Lady luck can play a part too by you being in the right place at the right time to make the right connection with the right person.  BUT, business networking has many facets.  So networking can bring you positive alliances, support, new friends, new suppliers and, of course, new business.

Reciprocation

Networking for business is about reciprocation.  The saying ‘knowledge is power’ takes on a whole new meaning when you are networking.  You have the power to help others through your connections and what you know, as they have the power to help you.  Be prepared to give to others; that generosity will come back to you in the long-term.  Be specific about what you are looking for to enable other to help you.

Enthusiasm

Be enthusiastic about your business, after all if you can’t be passionate about it why should anyone else be!

And Finally……………..

Networking is a cost effective way of marketing your business, make the most of the opportunities to do that. Make a commitment to networking for business, put it in your diary like a business appointment.  Don’t just go once, keep going back to groups - it will help you build relationships and establish trust, which is the doorway to business referral.  Follow up with the people you have made a real connection with and don’t forget that you are aiming to reach the people that others know rather than just your target market.  I leave you with a thought about the philosophy of Jack Cohen, the man who founded Tesco in 1919, which is YCDBSOYA (You can’t do business sitting on your Ass) - I beg to differ, as long as you are networking for business whilst you are sitting!