Networking Tips

According to Merriam-Webster, the definition of networking is “the exchange of information or services among individuals, groups, or institutions.  Specifically: the cultivation of productive relationships for employment or business.”  Needless-to-say, we all have to network at some point in our career and it can be very scary.  Sounds like a lot of work?  Is it worth doing?  Do you have the time to do it?  Yes, to all of the above.

Anyone can do networking – you need to have a plan of attack to be successful.  Preparation, persistence, and follow up are the keys to successful networking. 

The statistics below illustrate the value of networking:

According to HubSpot:

  • “85% of jobs are filled through networking.

  • 72% of people say their impressions are impacted by how someone appears and their handshake.

  • Nearly 100% of people say face-to-face meetings are essential for long-term business relationships.”

Team Referral Network states that:

  • “85% say they build stronger, more meaningful business relationships during in-person meetings and conferences.

  • 95% say face-to-face meetings are essential for long-term business relationships.”

With 30+ years’ business development experience, Robin Hoyle Business Coach/Strategist has assembled a collection of essential networking tips that have proven invaluable in business development and building relationships.

Unique Value Proposition (UVP) – Develop an UVP.  Answer the following questions:  Who are the ideal clients?  What problems do you solve?  Why are you uniquely qualified to serve the market?  What is the difference between you and the competition?  This can serve as the “elevator pitch” too.

Relationship Building – This is a life-long process and commitment.   The goal is to build trust.  People want to work with people they know, like, and trust.  Figure out what to bring to the table and consistently add value.  Think about the client needs - not what you need. 

Embrace Discomfort – It is natural to feel uncomfortable in a room full of strangers.  Each time will get better, easier, and the confidence will build.  Remember - the average person has 250 people that they influence.  Each connection leads to roughly 250 new people.

Empathic Listening – This means listening to what people are saying; understand how they feel; and see the world as they see it.  The goal is to listen with intent to understand.   50 – 80% of the time you should be listening.  Ask open-ended questions that require a detailed answer and find out what the client’s concerns/ issues/problems are and provide solutions. 

Existing Network – List all the people you know such as friends, neighbors, university contacts, past/present clients, colleagues, professional organization contacts, LinkedIn contacts, consultants, etc.  Prioritize the list and develop a plan to connect.

Referrals – Start with being visible – know what you do, who you are and build credibility.  Ask for the referral.  Two types of referrals: experienced-based – the client that has direct experience working with you or your firm; and reputation-based – have not worked with you but are familiar with you or your firm’s reputation/expertise.

Selective participation – Focus on participating in at least one organization targeted to your market.  Join committees, volunteer, publish articles, and speak at events.  You can’t attend every event – prioritize and selectively use your time.

Event preparation – Get the attendance list from the upcoming networking event.  Target five people whom you would like to meet.   Research the companies and prepare questions.  If no list is available, research the types of companies that will be in attendance and prepare questions.

Event – Dress appropriately, smile and show confidence.  Sit with people you don’t know.  Listen, ask questions, and figure out the client’s issues/problems/concerns and how you can help them.  Take notes on the business cards for follow up.  The focus of a networking event is to build relationships, not a face-to-face cold-calling opportunity.  Never sell at networking events.    Make people feel good about being with you.  

Event follow up – Review contacts and decide who to follow up with and send a short, personalized email and connect on LinkedIn.   Remember - always respond to email within 24 hours.  Preparation, persistence, and follow up are essential to networking success.

Nurture consistently – Networking is a lifelong process that benefits you and your employer.  Always be thinking of ways to keep “top of mind” with people.  Examples include : phone, email, coffee, lunch, special events, handwritten notes, holiday cards/ecards, newsletters, connect & introduce people, offer congratulations, referral source, social media, share information, write articles, case studies, blogs, and videos.  Remember – don’t only contact people when you want something.

The main networking points to focus on include:

  • Face-to-face contact is crucial to building long-term relationships.

  • Know your Unique Value Proposition.

  • Empathic listening.

  • Prepare, persistence, and follow up.

  • Network creatively.

If you are interested in how Robin Hoyle Business Coach/Strategist can help you and your business prosper, please email us at robinphoyle@gmail.com.