Effective Networking

We've all heard that people do business with those they know, like and trust. And it's true. That's why savvy small business owners regularly invest their time and money to attend live seminars and meetings.

But just showing up at a live events is not the secret that will automatically reward you with a boost to your bottom line!
Sure, it's great to get out of the office for a change of scenery, learn new information, and chat with colleagues and/or new business prospects. But the real magic of live events happens AFTER the event is over. That is, if you know the real secret to effective networking.

Let me give it to you in just one word: Follow-up!

I can't tell you how many times I've attended a live seminar or a local Chamber meeting where I had a productive conversation with someone who promised to stay in touch with me - never to be heard from again. Of course, I've been guilty of that same networking sin myself on occasion too.

So let's be clear on this. Just showing up with good intentions won't get you the results you want. To make networking profitable, you must be focused and proactive.

Over the past year or so I've attended several important seminars where I knew I could make strategic alliances that would turbo-charge my business in the direction of my goals. So I developed a few guidelines to follow whenever I find myself in a networking situation:

1. Before the event, I put myself in a friendly, outgoing frame of mind and envision all the great people who will be there. I also sometimes give myself an easy goal of how many contacts I want to make. By nature, I'm a bit on the shy side in crowds, so by focusing on who will be there and my specific goal, it keeps me busy looking for the people I want to meet (instead of being held back by my comfort zone).
2. At the event, I exchange business cards only with those whom I can see a mutually beneficial opportunity emerging. So it's not about gathering a stack of business cards, but about getting to know each person I meet. I'm always thinking, "How can we help each other?" and not, "How can I make money from you?" Your focus must be on them, not just on what you do or are selling. This is a small distinction that makes a BIG difference in the quality of the connections you'll make.
3. On the back of the cards I do collect, I immediately jot a note about our conversation and any specific actions I'll take as a result. Do not expect that you will remember each person / conversation later. You won't.
4. After the event, I follow up with each contact as soon as possible. Usually I do this by email, but this often leads to a phone appointment shortly thereafter. The key is to proactively take action as soon as possible after the event while your initial connection is fresh in yours and your contacts' minds.

By following just these four simple steps consistently, even when I happen to meet people in a non-business setting, has made a HUGE difference in a short period of time. I'm sure you'll be amazed at how quickly your network....and client base...will grow too.

By Gabrielle Fontaine
http://BookkeepingDirect.com