I
t may be pleasurable to share coffee and conversation at a traditional networking event. However, if you’re not WORKING on relationship building––going beyond simply being seen and exchanging business cards–– you’re probably wasting your time. Experts weigh-in “Building a powerful network is about creating high-quality connections with a smaller number of individuals who are truly important to you and your personal and professional goals,” Judy Robinett writes in her blog. Robinett is a startup funding expert and author of How to Be a Power Connector.
Your introductions are a valuable commodity, she explains in a “Mentor Me” podcast. “If you figure out how to add value to both parties, it’s like a ‘Wow!’ customer service experience. And people remember you. They’re very grateful and thankful, because you’ve already vetted the people. That propels you and your network up and out.” Your networking objectives should be to build a relationship before you talk business, according to Jay Allen, founder and chairman of CXO in Denver. CXO is a private collaborative organization built with the single mission of helping influential people
meet and develop relationships with other influential people. Allen’s approach is to build a network of the right people through strategic luncheon meetings. Twenty to 30 executives attend this monthly, by-invitation-only “Allen Lunch,” with Allen as facilitator. Each person kicks in $20 for food. Guests share where they work, what they are looking for, and what their hobbies are, and cards are passed. Effective networking is about building mutually beneficial relationships with the right people, according to these successful networkers. By staying focused on strategic objectives and providing a
willingness to be of help to the other guy over a period of time, you create the kind of network that can make a difference to your business. Networking is part of the selling process. Brian Hart, owner of Sandler Training, St. Cloud, believes business people shouldn’t think of networking as a sales opportunity. Being networked is important to the sales process and should be intentional. Hart recommends putting your contacts into three groups: 1 contacts most likely to generate new business; 2 contacts that may benefit your business at some time in
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