Networking: Because You Don’t Know Who You Don’t Know!

While the old saying “it is not what you know but who you know” appears to be true, I’d add that although you should know what you need to know, and you should know who you need to know– who knows who you might need to know?

Networking in business is an absolute must. You can still build a business by word-of-mouth, and the business will be more successful if you have built relationships that support you– and if you have invested the time to grow your network.

Networking is important for a number of reasons:

• Expanding your reach to open the right doors
• Promoting and endorsing you and your business
• Facilitating needed introductions
• Making you top of mind for people who might need your expertise
• Building strategic partnerships
• Referring you for opportunities that raise your visibility and your core competence
• Keeping you current and in the know with people who are also experts in your field.

Businesses are built with the support and the collaboration of others. Networking helps identify the right support and the needed resources that can help you achieve your goals at different phases of a business.

A network gets built one step at a time (without burning bridges). You never know when someone can benefit from your support and when you might welcome his or her support.

When attending a networking event, remember:

• Read the room. Walking into a networking event can be intimidating and, at times, overwhelming. If you are alone, take the time to walk through the room and identify people who might be on their own. It is easier to walk up to someone who is on his/her own, rather than trying to introduce yourself in the midst of a group conversation.
• Your image is what people will remember of you. You might never see these people again, or might never need to connect with them, but if you do, you want to be remembered how you want to be remembered.
• Bring business cards, and hand out your contact information to everyone you meet. Some people may tell you that you don’t need business cards, but they’re the easiest way to quickly share your contact information. Always offer your contact information and/or your business card before walking away, even if you only spoke for a couple of minutes.
• Shake people’s hands as you meet them, ask about them, and speak up. Take charge of what you want them to remember of you, being mindful of what is of value to them.
• Look at people when you exchange with them. Don’t put your head down or look away. Show genuine interest in what they are saying.
• Don’t take it personally if someone doesn’t show interest in what you have to say.
• Always ask for their contact information and/or business card before walking away.

After the networking event, follow up!

• When you get back to your office, or your home, make sure all the contact information you collected has been added to your database in a timely manner; you are building your network for the future.
• Send each new contact a brief email expressing that you enjoyed meeting them.
• Go to LinkedIn, search for the people you met and ask them to connect. (If they are “Influencers,” consider following them.)
• Go to Twitter, find them and follow them.

Do you realize the power of networking? We don’t build alone. We need each other.