With a tightening and highly competitive market across many service-based industries numerous business owners have increased their networking endeavours with the hope of sourcing their next potential client or business opportunity using this approach.
While networking should be an integral part of your marketing and communications plan (and overall business development strategy) there are some secrets which can make a significant difference between not really generating much success (and the potential for networking burnout) in comparison to building influential and productive relationships that open the doors to potential business opportunities.
To avoid networking burnout, ensure you’re adopting the top ten effective habits of highly successful networkers.
A highly successful networker:
- Is clear on their niche, their idea target market and can clearly articulate this when seeking support or communicating with members of their network.
- Has a clear understanding of their personal and business brand, their unique selling proposition and can professionally communicate their brand both in person and in online networking opportunities.
- Has up-to-date marketing material, (which can include business cards, brochures, website, business blog, and profiles on multiple social networking platforms) that highlights the solutions and benefits that you offer to a potential client as well as successes of your former/existing clients.
- Is able to speak confidently (not arrogantly) about their strengths and successes so that potential clients and key stakeholders are able to grasp the WIIFM (what’s in it for me) should they decide to invest in you.
- Has a powerful and memorable ‘marketing pitch’ that can be utilised as an introduction to networking events and that question ‘So what is it that you do?’
- Has a written strategic networking plan that encompasses regular attendance of both online and offline networking activities that allows them to continually expand and leverage a diverse network.
- Utilises a network management system to effectively track their networking endeavours and important information about each member of their network.
- Adopts an approach of regularly sharing relevant information with people in their network with a mindset of no expectations in return. They continually nurture their network as part of their long-term business management plan and not just when seeking new business opportunities, so that when they need to seek help from their network, people are far more open to supporting them.
- Knows how to frame and deliver the right questions to whom they are speaking to enable ongoing expansion of their network or an opportunity to speak to a key decision maker.
- Surrounds themselves with positive and supportive people who continue to strengthen and enhance the enthusiasm they portray during their business development and marketing activities. This is in complete contrast to being surrounded with nay-sayers who can seriously undermine your enthusiasm and ultimately your business development and revenue outcomes.
If you’ve ticked all ten areas, then congratulations – you’re a highly successful networker and are communicating your brand professionally and prominently in readiness for when that ideal client or business opportunity presents itself.
If, on the other hand you haven’t ticked all ten areas, then my suggestion would be to select, work on and integrate one new area each week into your networking plan so that you too can become a ‘star’ networker.
So which strategy are you going to work on this week?
Your llist of 10 effective habits is very complete. Identifying out niche is tricky in that it really doesn't include "anybody" or "everybody". We definitely need to be specific to be terrific!
The strategy I'm going to work on this week is my 30 second commercial for the networking group. I need to change it up each week to keep them interested, and I typically start it with a question, then I answer that question as I continue. Also, a personal story is another technique I use.
Charlotte Plott
Thanks for commenting Charlotte! Great to hear you're working on your 30-second pitch.
One of the things that works well for me is to identify who it is I work with right at the onset, so that people can begin to think of anyone that they know that fits into that demographic. For instance, one of my statements is:
"Do you know any service-based women business owners who currently feel undervalued and underpaid and who know they are worth far more than they're currently charging?"
I could get even more specific and say "…any women business owners running a HR consultant business who currently…."
As soon as you become specific on your target market/niche (or your ideal client), people instantly start thinking about who they know that fits that criteria.
All the best with your upcoming networking event Charlotte!
Great information, Annemarie!
Successful networking can be quite difficult for women. We are often torn between being too loud (hoping to get attention) and being too softspoken (probably goes back to the Southern Belle days).
Making yourself put on your makeup and go to an event is the beginning. You have beautifully addressed here what to do when you’re there (the middle). In my book, Relationship Networking “On Purpose!,” I talk about the results.
The purpose of networking is not to make a sales call. The purpose is to get permission for a follow-up…meeting, email, phone call, coffee. That’s where you sell your services.
Relationship Networking “On Purpose!” moves you from the comfort of the wall into the power, action and business found in the center of the room!
Thank you for sharing!
Becky McCrary, CSP
Hi Becky, thanks for stopping by and commenting! You’re absolutely right – the purpose of networking is NOT to make a sale. As you state, it’s all about ‘Relationship Networking, On Purpose!’.
PS, I’d love you to be a guest on Business Success Podcast. I’m sure you’ve got lots of great information to share!
Hi Anne Marie I hope you do not mind I came accross you while looking for something else and glad I did!
Thank you for the insite and information
Ggay
Thanks Annemarie for writing such a valuable article. I came here after I was googling “How to become a highly Successful Networker” I am glad I stopped at your article. The things you highlight there are really the knowledge I was after. Thanks for opening my eyes, know I feel I have what it takes to be a successful networker.
May God bless you Annemarie and may you keep up the good work!
Hi Francisco,
I’m so glad you enjoyed the article and found it helpful. Networking and building relationships is so important and by following these key steps you will be well on your way to building a strong network. I interviewed another guest (Kelly Green) for an upcoming show for my podcast and she said “Your network is your net worth.” Powerful! All the very best in your networking endeavors!