What I Hate About Networking

OK, I admit it. I hate networking.

OK OK, I don't really hate networking, but there are some aspects of networking I really do hate. Why do you care? Because if you understand WHY I hate these things YOU will make more money. Let me explain:

I was thinking about this in my car the other day. Networking is like hunting for birds in the bushes with a Gatling gun. You can't really see if any birds are actually in the bush but you shoot anyway. Every once in a while a bird drops dead out of a bush and you think "Success! This really works!" Except the gun fired 100 rounds and the bird was sick...

Networking's alot like that. You spend 80 percent of your time networking and every once in a while you get a referral. Success! This really works! Except you've spent dozens of hours to find a client that wants a $1000 job. Sound familiar?

When most people decide to go into business, they are brilliant at "the thing" that they do. They may take business classes and hear things like - "you must spend time marketing your business" and that networking is important. So they join a group with a vague idea of what they're supposed to be doing and what they'll get out of it. Meanwhile, they can't identify who they REALLY want as a client (their true target market), and they go in with the hope of thousands of dollars in referrals and quickly become very disappointed.

See, most people are networking in the dark. Well, let me flip on the light switch!!

Networking groups are great and they're really important to your business IF and only if you understand how deep networking really is.

Take out a penny and study it. Right now. Study the penny for two minutes. Go ahead. I'll be here when you get back.

So what did you notice?

The penny is more complex than that thing you left on the sidewalk because it wasn't worth picking up... Networking is like that too.

The thing that drives me crazy about networking groups is that some of them offer pretty good education on how to work their system. The problem is most people think that's it. "Oh I see, it's a penny. Well, that's all I need to know...so where are my referrals? This system doesn't work!"

By their very nature, networking groups focus on referrals and results and when people don't see the results they want, the "system" doesn't work. It IS the system's fault (despite what the group will tell you) to the extent that nobody told them how to work it as it applies to their business and it's overall vision.

If you're out there in a networking group or going to a chamber and you don't know exactly what you're looking for (and it isn't "as many referrals as you can get") STOP!!

If you don't know where you're going that's exactly where you'll end up. And if you're just out there giving referrals to get referrals and you have no idea who your dream client is, then all you're going to get is the kinds of referrals and clients you DON'T want.

Do yourself a huge favor and decide what kinds of customers you really want. Which of your clients make your life easy? What company specifically do you want to do business with?

The big lie about networking, infomercials and introductions is this: If you have a great infomercial that makes people want more information that is all you need to do.

That's a lie. If you have a great infomercial and you don't know what kinds of clients make you money and which once don't, a great infomercial won't help you.

Don't be like so many of my students who discover that, although they get a ton of referrals, they are people who drive them crazy and don't generate enough revenue to begin to cover the time they take out of the day.

Remember, you are the average of the five people and or groups you spend the most time with. You can apply this to your clients as well. Take a look at the clients you have right now today. With whom are you spending the most time? Are they making you rich or are they making you poor? Figure out who is generating the most revenue for you and ask for clients like THEM the next time you're out networking.

Otherwise, you just shooting at theoretical birds in a bush with a Gatling gun.

Want to use this article in your newsletter? You can! Just be sure to include the entire article and include this complete blurb with it: Networking Expert Karen Frank publishes Miss Karen's Networking News, the semi-monthly email newsletter. If you're ready to jumpstart your networking, make more money and spend less time doing it, get your FREE tips now at http://www.misskarensproductions.com

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3 Things You Should Know Before You Go To A Networking Event

Very few people make any preparation for a networking event. Those that are experienced networkers are even worse. We think that being dressed professionally and having a good opening line is all that we need to have a good networking event.

But you are going to spend several hours of your free time doing this event. Does it make sense to arrive unprepared with no clear goals? Remember it's YOUR time that you are using at these events.

So here are three things that you should be clear about prior to arrival.

1. Know yourself.

How are you feeling? Rushed? Stressed? Put upon? Don't really want to go? First be aware of your mood and if negative, figure out how to put it away for the event. If you need to, arrive a little late and give yourself some up time. Go browse a favorite store, grab a cup of your favorite coffee, whatever it takes to put yourself in a better place, relaxed and positive.

What happens if you don't? You see it all the time. People looking stressed, tired, unfocused. More worried about the food or drink than networking. They just want to relax, join up with someone they know and talk (whine?) about their work day.

I certainly understand. But what are you accomplishing then? If you are using a networking event to unwind, wouldn't it make sense to just head on home? The other thing is that you are sending out signals, negative signals. Not a productive use of your time.

2. The second thing you should know is who's going to be there.

Many networking events are constructed so that you know who else is registered. You should check it the afternoon of the event. (Typically 50% register within the final two days, depending on the type of event). Search for people you would like to talk to, whether similar businesses, to sell or buy from or even a business that you would like to know more about.

By focusing on several people you would like to meet, you already have made the event more meaningful for you to attend. It's also going to force you to circulate the room more (to find them), introduce yourself to people and make you more active at the event. You don't need to tell them you were specifically looking for them, but introduce yourself as you would to anyone else.

When you do meet up with 2 or 3 people that you had marked for conversation, you'll have accomplished something positive! Unconsciously, you will be feeling good about that and it will show. Chances are you'll be feeling pretty good and people will respond to that.

On a final note for this section, when you look at who you would like to meet expand your idea of who would be useful to you besides just a possible sales prospect. How about meeting someone that ....

o Has a business that you have an interest in?

o Appears to be well connected in the community?

o Is in a position that you have an interest in?

o Might have services that YOU could use?

o Might have services that someone you know could use?

o Has an off the wall business that you aren't clear on, but it might be interesting to know about?

o Or business that you should know more about, but don't understand... something like internet marketing? (I still don't get it!)

The bottom line is that there are a lot of people out there with a lot of knowledge that YOU may not have and networking is a fantastic opportunity to meet them and gain from it. Certainly we would like to get business from networking, but by opening yourself to the wide range of people that you could meet, you have a much better chance of making any networking event a more profitable use of your time.

3. Know your goals!

Certainly adhering to step 2 would be a great start to making a goal for networking. But there are certainly other things that you can focus on as well depending on what you want to accomplish. Getting an appointment to meet (or meetings) with one or more people, getting to know someone better (building that relationship), getting a certain amount of business cards, introducing yourself to the powers that be (if a chamber event, the officers and the people who work at the chamber), and meeting X amount of new people (a great networking goal!).

Making goals doesn't have turn into this high pressure "business" thing. But BY making goals, you are more likely avoiding the opposite extreme which is to show up, talk to some people and then go home.

Successful people in any business today know the value of preparation. For some meetings, the preparation can take a great deal longer than the meeting itself. But good prep is likely to create good meetings. It is no different with networking. The good news is preparation time is pretty short, checking out where our head is at, how's coming and what you want to accomplish. In fact, after doing it a time or two, it will be pretty natural and talk just a few minutes. But the payoff is significant.

You can expect to have more meaningful networking events. You will open yourself up to learning more, getting to know more people, having more people know you, building better, stronger relationships, opening yourself up to opportunities that you may not have thought of.

And isn't that what networking is all about?

Terry Bass, of CHADONS Resources is a business coach in the ChicagoLand area. He speaks, coaches and facilitates focusing on helping the individual and business succeed. If you can use help for yourself or your organization in identifying, understanding and achieving your goals, then you should contact Terry at 773-769-1992 and begin the conversation. You can also visit http://www.chadons.com to learn more.

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Top 5 Networking Questions

Networking is such an amazing tool for business individuals who are trying to advance in their professional endeavors. It is also an excellent way to brand yourself and company, meet new people and develop skills. While networking it is important to maintain a positive image, be professional, and also ask the right questions for effectively achieving your goals. Listed below are five practical questions which anyone can ask at networking events. These questions can give you insight on how to get referrals, find prospects or new clients/customers, gain knowledge and develop premature relationships with your business counterparts.

After you have properly introduced yourself with a firm handshake and smile, here are a few questions that you can ask while networking and mingling:

#1 Did you arrive to the event by yourself or did you come with friends or colleagues?

If the other person arrived to the event with friends or colleagues, that would be a great opportunity for introductions. After speaking with the person, you can suggest being exposed to their network and meeting new people at the event. This will definitely break the ice and reduce the stress of introducing yourself to strangers at the event. Also, it will boost your credibility because, people are most likely to remember you if you are referred by a friend.

#2 How often do you attend these events?

This is a good question to ask because you can find out how well your counterpart networks and is actively meeting people and staying connected. If your counterpart attends a lot of networking events, ask them if they can invite you or keep you posted on events via email or by phone.

#3 Are you a member of the group or organization hosting the event?

This question can give you insight into the group or organization background and affiliations. Your counterpart can describe the demographics, benefits and services of the group/organization. They can also add in testimonials or share their experiences with you. This can help you decide if you want to join the club or attend more events that they organize in the future. Also if, your counterpart is a member, you can ask them to introduce you to the organizer/host or other members at the event.

#4 In your profession, do you collaborate with other industries?

This is an awesome question to ask if you are trying to expand your network or develop partnerships or alliances with new industries. You can expand your resources by partnering with bigger or smaller companies. Your counterpart can be the "middle man/person" that can put in you in a position to do business with other industries.

#5 Do you have a business card?

While talking with your counterpart, if you believe that they would be a good contact for you, do not hesitate to ask for a business card. While asking for a business card, ask them for the best time to reach them and the best method to reach them (via email or phone). Do not forget to offer your business card as well, so there is an even exchange of information. Also, make sure to carry your business cards in a separate business card holder so that you appear organized, neat and professional.

Chi Chi Okezie is owner/producer of SIMPLEnetworking, LLC in Metro-Atlanta, GA. SN specializes in helping university students, young professionals and business women develop and enhance their professional, cultural and social skills. For more info, please visit: http://www.snseminars.com