Networking In Business - Being On Your Best Behavior

Business networking is the art of building relationships for mutual gain. Like any relationship, it can be fun, but be prepared to encounter a few red flags along the way. For those of you who want to make the most of your business networking efforts, this is what you need to do:

Choose the right network: Take care to belong to a group where members have similar interests, abilities or aspirations. When we say this, we are certainly not advocating an elitist philosophy; rather, we are advising you to choose a network that can support your goals. Say you’re in the chemicals manufacturing business – isn’t it best to steer clear of a group of environmentalists? This could be your most important step for networking in business.

Make a great first impression: Nothing could be worse than being considered pushy or rude. You may land up being subtly cold shouldered by the other members. On the other hand, adopting a polite and respectful attitude can work wonders for you.

Be patient: A lot of people rush into networking in business events with a desire to conquer surpassed perhaps only by Napoleon. You’ll spot them at once, ferociously handing out and collecting business cards. Hey, take a moment! Rome wasn’t built in a day, and it’s the same with your business relationships. Don’t approach the network with a target number of scalps, or with only your interests at heart – the entire rationale of networking is to create mutual benefit. Be prepared to invest time and sincerity, and opt for quality over quantity, any day. It’s not how many you know, it’s who you know and how well you know them.

Be generous: Business networking will not work if it’s a one way street. Do not rush into it with a “what’s in it for me” on your lips. Since the entire concept is based on reciprocity, be prepared to take the lead in referring someone in the network to your other contacts. It’s probably the fastest way to earn a referral in return.

Listen: The best way to build rapport (the lifeblood of any networking initiative) is to give the other person your undivided attention. If it’s a face to face event, take care that you send the right signals with your body language. If it’s an online network, respect the rules of the game – don’t interrupt, do not type in capital letters, and leave the unprintable stuff where it belongs.

Connect: Ah, so finally we’re coming to the business end of networking in business. Before you present yourself, be clear about your objectives, and prepare accordingly. Have a crisp and interesting introduction in place, something that can lead to further questions. State what you do clearly; when you’re asking for introductions at a later stage, be specific on your requirements.

Follow up: A wise man once said that following up was the world’s biggest industry – despite the fact that people don’t do it enough! Don’t lose the thread the moment the business networking event is over. Go over your discussions later, and follow it up with a note or phone call as appropriate. Large events rarely yield instant results – you need to fix one-on-one meetings with interesting prospects, and turn those into a deeper relationship, before the benefits kick in.

Networking in business is one of the most effective ways of creating awareness for your yourself and your company. That’s why most senior management and business owners spend so much time on it. Leverage it well.