Positive Networking

Are you frustrated with the lack of results you get from your networking? Are you starting to feel like no one in your town appreciates what you have to offer? Are you thinking that it's a big waste of time? And you don't see what all those experts are talking about? Are you starting to think that networking just doesn't work?
It works. Just ask Ivan Misner, Harvey Mackay, and Keith Ferazzi. And before you starting thinking "oh sure, it works for them because they are famous!" you need to realize that networking is how they became famous. And if it worked for them, it will work for you.
So why isn't networking working for you? Here are five reasons you aren't getting the results you want.
Your Activity Level Lacks Consistency
Ever tried to have a long-distance relationship? It's very difficult, isn't it? Building relationships of any kind, whether romantic or business, takes regular interaction, which builds familiarity and leads to trust. In business, building a foundation of trust means that you are likely to do business with each other and feel more confident in referring others.
Take a hard, objective look at how much networking you truly do. It is very easy to delude ourselves into thinking we are doing more and working harder than we really are. For the most accurate picture of your networking activities, take a month and write down every event, activity and interaction you have. Is it less than one or two activities a month, less than a handful of contacts with your existing network and fewer than three or four new contacts a month? You are definitely not doing enough to stay consistently visible and to deepen relationships. There is no magic number of events or activities, but a lot can happen for you if you just show up.
Try this: Work on increasing your activities to a consistent level before focusing on any other reason.
You Do Not Give First (or Enough)
Do you network with the expectation that you are going to get something every time? Is your first concern about what you are receiving from your contacts? If you don't give first and frequently, people will see you as a salesperson, not a networker.
We might think we are giving, but sales materials and an invitation to a marketing presentation don't count. You must give to other people in a way that doesn't benefit you. "Wait a minute," you ask, "how am I supposed to make a living if I give it all away and if I don't benefit?" First, you're not necessarily giving away your products. The new currency in business today is information, resources, and referrals.
Second, networking is all about developing relationships. If you have a reputation as a helpful person who is a resource and a referrer, people will want to do business with you and they will want their friends to do business with you. You will benefit from giving.
Try this: Give something to one of your contacts every day for a month. Find information about their industry, provide them with a new resource, or send them a business lead.
Your Networking is Inefficient
Do you have a very specific target market? Or do you know who your best client is and where they network? General networking events such as Chamber of Commerce mixers are excellent for meeting a wide range of people. And they are a fabulous way to give to your core contacts (by finding prospects and referrals for them). But if you have a limited amount of time to network, you should be spending that time in the most target-rich environment.
For example, if your product is women's skin care, a salon, or clothing store and you have time for only one luncheon a month, you should be at a women's networking organization event. If you market to doctors, find out when and where the medical association meets.
Another way that we become inefficient with our networking is that we spend too long with people we know at networking events. Certainly you must say "hello" and acknowledge them, but especially at general, open activities, you should focus on getting to know new people. Sometimes we enjoy networking with our existing friends a little too much and forget to not only meet new people, but also help them join our familiar circles.
Try this: Write down every event you go to and the groups you belong to. Are they the right target market for you? Recruit your well-known friends to come with you to search out new faces and help them feel more welcome at your favorite events.
You Don't Follow Up
Do you follow up with everyone you meet, whether or not you think there's business to be done? Like me, you probably have the best of intentions to send note, an email, or make a quick call, but as the days go by it seems less and less relevant. I know that I've personally missed on a lot of opportunities simply because I didn't follow up.
The saying goes "the fortune is in the follow up" but it's probably one of the hardest parts of networking to implement and consistently do. We're simply overwhelmed by the sheer volume of work and information crossing our desk that needs attention now! Following up is important, but it's not urgent, especially if the other person didn't say "call me tomorrow and I'll buy." That generally doesn't happen the first time we meet someone.
Try this: Create the absolutely simplest system you can think of to follow up. If your system is complicated, follow up won't happen. Adopt a "do it now" philosophy, then you won't have to worry about it later.
You Don't Have a Good Tracking System
If I asked to see your contact database, would you show me a shoebox of business cards? Would you even know where the cards were for someone you met a month ago? The problem is not finding the tools to track our contacts. We could keep our cards in a Rolodex and there are dozens of free contact databases available on the Internet.
The problem is getting them into the system in the first place. You are going to either have to site down and type their information in or invest in a card scanner. Then, the hardest part is again, creating a very simple, hole-proof system to get everyone of those people into your contact database. Personally, I am starting to think that it would be worth the money to pay a Virtual Assistant to handle this for me. I would notate on the cards, then hand them over and let her put them into the system. The amount paid would probably return on the investment with the first sale I made because I knew where to find someone's information.
Try this: Search for a system that you feel comfortable with, whether it is your Outlook or an online system. Decide to spend just 5 or 10 minutes a day inputting your contacts and always try to "do it now."
Conclusion
If you are struggling to see the value in your networking activities, there are always methods we can use to fine-tune our activities, habits, and systems. Choose just one item at a time to work on until you feel that you are ready to tackle another. As you start to make changes, you'll begin seeing better results in your networking. Your successes will motivate you to keep improving your networking skills until you are enjoying a great return on your networking investment.