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Maximize Your 'ROI' with Networking Thoughts
By Jim Blasingame
In the 21st century, networking is one of the three most important areas small business owners should focus on, along with employing technology and developing strategic alliances.
My definition of networking is "actively making professional relationships, developing and maintaining those relationships and leveraging them for the benefit of all parties."
A Chinese proverb says the longest journey must begin with the first step. So before you can develop a relationship, you first have to meet the other person and establish a basis for future contact.
Examples of networking opportunities are everywhere you turn—at Chamber of Commerce events or any venue likely to be attended by business people and community leaders.
But before you enter a networking environment it's important to understand that successful networking is an acquired skill, like playing golf. In fact, we could actually take a lesson from those who seek the little white ball.
Good golfers address each shot with what are called "swing thoughts." They orient their pre-shot routine, and sometimes the actual swing, around these golf fundamentals, which they believe will help them to make a successful shot.
Inspired by the work of my friend, Andrea Nierenberg, author of "Nonstop Networking," I've created a few "Networking Thoughts," or NT for short, which should help you increase your networking return-on-investment (ROI). See what you think.
NT #1 - Make eye contact.
It' s a terrible mistake to not look into the eyes of the person with whom you are talking. Andrea says we should be able to remember the color of the person's eyes whom we just met.
NT #2 - More ears, less mouth.
This is an old adage, but it's an essential networking thought for most of us. We are more likely to impress someone by our interest in them rather than how interested we think they should be in us.
NT #3 - Smile.
Women are usually better at this than men. But the smile must be genuine, which can be best accomplished with NT #1.
NT #4 - Deliver a firm handshake.
But don't turn a handshake into a wrestling match. And guys, when you're shaking the hand of a lady, your networking thought is that it's the opposite of dancing: let the lady lead. Ladies, that means you should offer your hand first—and give 'em a good squeeze.
NT #5 - Do some research.
If there is someone you want to get to know whom you think you might be seeing soon, go to their web site and look around. If you have a mutual friend, ask her about the person to get a little better understanding of what makes this person tick.
But be careful to use what you've learned very subtly; you don't want to come across like a stalker. By combining this research with NT #2, you'll have an excellent chance of developing a basis for future contact.
NT #6 - Have your elevator speech ready.
Imagine that you get on an elevator with someone who asks you what you do before you ask him. Can you deliver a short, concise and intuitive response before either of you gets off the elevator? Wherever or whenever you're asked this question, make sure you're ready. And then, follow your little speech with a sincere inquiry about him, with NT# 2 in mind.
NT #7 - Successful networking benefits all parties.
Reread my definition of networking, with emphasis on the last clause. If you enter any networking opportunity with this attitude, instead of a "What's in it for me?" attitude, your networking ROI will increase exponentially.
Here's another way to think of NT #7. It's from my friend, Ivan Misner. Ivan says simply, "Givers gain."
Write this on a rock - For maximum return on the time you invest in your business, practice and employ your NTs, especially NT# 7.
JIM BLASINGAME is the creator and award-winning host of The Small Business Advocate Show, syndicated columnist, and the author of "Small Business Is Like a Bunch of Bananas." Jim is the 2002 Small Business Journalist of the Year, and a member of Talkers magazine's Heavy Hundred, the 100 most important radio talk show hosts in America. Find Jim at www.jbsba.com.
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