10 Powerful Networking Techniques

by Michael Brassil

Published on this site: September 28th, 2005 - See more articles from this month

Networking remains one of the most important methods of jump-starting your business. It involves a lot more than walking up to someone and just saying hello. It is one of the most paramount things you can do to dramatically build your business.

Networking is not about using people. It is using available resources to make certain you obtain recognition and acknowledgment. We all feel better conducting business with those we have personally met and can relate to. When people get to know you, they are more likely to want to see you succeed, and it generally gives them a warm feeling of satisfaction to know they might have had contributed a small part toward your success.

During election campaigns, the candidate who often wins, is the one who with the most posters propped up on peoples lawns. It isn't because the posters say anything of importance. It's because they have created valuable name recognition. When people stand in the voting booth, choosing between two people they don't know, they tend to vote for the one whose name they are more familiar with. This is why it is so important to the development of your new business to keep your name out in front of your potential market.

Start by joining at least two organizations.

The first should be a general organization for small businesses. There are several good ones, and each one is a little different. The key is to carefully choose one that offers the greatest opportunities to network. In addition to a general small business association, consider signing up as a member of an organization that caters to your particular trade or profession. Again, the best way to find out what is available is to talk to people in your type of business. By attending these meetings, you will be establishing good lasting relationships.

To help you decide which organization would offer the greatest benefit, ask yourself how likely are you to meet people who might either buy directly from you or refer customers to you.

When you attend a meeting:

• Don't be shy. Most people who attend these functions are just as interested in networking as you are. Consider your efforts to be a learning experience. Don't worry about sales. They will come later.
  
  
• Introduce yourself to someone new. Be especially interested in becoming acquainted with those who are in businesses that are complementary to yours.
  
  
• Practice reciting a short paragraph or two that concisely describes what product you have, or service you provide. It can be an excellent icebreaker. Write down the value of your enterprise and list the benefits you offer. Use short and catchy phrases
  
  
• Be prepared with at least three topics of conversation. Even if you have little interest in either of them, sports and politics are excellent options.
  
  
• Don't spend the entire time in the company of only those people you feel comfortable with. The people we find to be the most interesting are the people that show interest in us.
  
  
• Ask open-ended questions. This will present an opportunity for new acquaintances to talk about themselves.
  
  
• Give your undivided attention to whomever it is that you are talking to. Focus the conversation on them. People want to know that what they have to say is important to the listener.
  
  
• Whenever you can, ask a mutual friend to introduce you someone new. After a brief conversation about each other's line of work, ask for a business card. Most people are likely to reciprocate by asking you for yours.
  
  
• If you attend an event with someone, split up. This is not the time or place to stay with friends or relatives.
  
  
• Don't attempt to glad-hand everyone. Even if a new acquaintance shows interest, don't attempt to sell him on the spot. Not only would you waste valuable time by not getting to meet other attendees, but you will probably be able to set up an appointment where you can make your unhurried presentation without interruption.

Use these techniques consistently and your business will prosper through networking.

Michael (Mike) Brassil is author of "The Only Business Start-Up Guide Your Will Ever Need." Download two chapters -- Starting a New Business and The Home Working Revolution at: http://www.ImpactGuide.com