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Power Networking Strategies

5 tips for making contacts that work

By Paul Montelongo

Remember the Broadway show and movie Six Degrees of Separation? The title refers to the fact that there is a chain of no more than six people that links every person on this planet to every other person. In other words, if you want to meet the President of the United States and play golf with him, you know somebody who knows somebody (up to six people deep) who can make this meeting happen. More often than not, it doesn’t take a chain of six people to create a meeting of this sort. That is, if your network is broad and deep.

I attend at least one business mixer or networking function every week. Many weeks, I attend two or three. I can't tell you how many times I see some of the same folks at these meetings looking like they are going to come out of their skin. They appear to be so uncomfortable with the idea of meeting, greeting and making business contacts that I wonder why they even spend the energy to make the event.

And then, I see a whole different group of people that seem to revel in the moment. They thrive in this environment and they tend to be the life of the party. What is different? Into which group do you fit?

First, let me explain what I think networking is. Networking is building relationships with people and organizations that can foster your professional and personal success. Basically, networking is an organized way to become a resource and collect resources. That's right, I said organized. And I said resource. By resource, I mean that you are letting these contacts know what you can do for them. You let people know what benefits they will gain by being in your company or by doing business with you. At the same time, you are collecting resources for yourself that you may need in the future. Business resources, personal resources, legal resources, educational resources, relationship resources, etc.

Most networking events or business mixers really don't allow you to 'close' a business deal at that moment. The real benefit of networking events is to make contacts and build the personal relationships needed to do business.

Therein lies the key to successful power networking...building the relationships. And I think it can be done in an organized way (remember the first half of my definition of networking). Here are 5 tips for successful power networking. Think about these when you are walking into your next chamber function or association meeting. Master these strategies and you will be way ahead of the masses.

1. Have the mindset of being interested in other people. It is a fact and you are never going to get around it. People love to talk about themselves. They are constantly processing internally, "what do I get from this" or “what is in this conversation for me”? I'll be honest. I do the same. That makes me normal. Even as I write this article, I am thinking that several of you out there will like my material and want to find out more about what I do. When you attend a networking event, you better get interested in what other people do, say, feel and think about. Otherwise, how can you become a resource if you don't have a clue about them as an individual?

2. Build rapport and gain trust . You know how to do this. You do it all the time with your friends and family. Just imagine that all of those folks at these networking events are your friends or family and you really want what is best for them. Find out about their personal lives, their hobbies, their real dreams and goals. It is amazing what people will tell you if you just ask with a little genuine interest.

3. Have a goal. Networking events seem so scattered and frenzied sometimes that it seems unimaginable to have a plan for these events. However, if you can visualize how many people you would like to exchange contact info rmation with, or how many new people you will meet, you will find that your success rate will go way up. It doesn't have to be dozens and dozens of people at every event. In fact, it could just be two or three. When you set your goal to meet two or three solid contacts, you will likely obtain it.

4. Have something of value. I mean this about a couple of things. First, have your usual promotional stuff, i.e. business card, brochure, pamphlet. Your promotional materials should be in good taste and not too overwhelming. Second, have a short description of what you do and what value it brings to your clients. I mean very short, yet interesting. I have a good friend that always responds the same way when he is asked what he does for a living. His response is, "I can be your best friend or your worst nightmare." Well, you have to ask a follow up question to a comment like that. You soon find out that he is a private detective in divorce and custody cases. His description about what he does for a living is completely accurate, depending of course, which spouse he is representing. Third, make it easy for your new acquaintances to contact you. They may not need your service immediately, but when they do, they have to be able to locate you easily.

5. Have a follow up plan. This may be the most important step in the whole networking process. You have a fist full of business cards stuffed in your purse or in your coat pocket. Now what? Collecting business cards alone doesn't make it a successful networking event. You need to have a plan to follow up with people. Send a card, e-mail, and a letter, make a phone call, or better yet, make an appointment to talk again soon. Most importantly, there has to be regular contact with these folks. Most people don't even know they need your services until you have communicated with them 8 to 10 times. If you arrive at a networking event knowing what you will do with the contacts you make the next day, your confidence will soar.

Perhaps you do not have the slightest desire to play golf with the President of the United States. However, I will leave you with this truth. “The broader and deeper your network of contacts, the greater chance you have to get what you want, when you want it.”

Paul Montelongo is the author of 101 Power Strategies; Tools to Promote Yourself as the Contractor of Choice. Paul is a nationally recognized speaker and consultant to the construction industry. Visit Paul at www.ContractorOfChoice.com and register for a free E-mail newsletter to receive tips, strategies and concepts to help you grow your business and increase your profits. Paul has owned and operated his own multi-million dollar construction company for over 23 years.

Please feel free to forward this article to anyone you know that is interested in professional and personal development. Copyright © 2004, Success Concepts, Inc. This content may be forwarded in full with copyright intact.

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5 tips for making contacts that work