While the concept of networking has been around a very long time the process is changing. Executives can select from a variety of activities and organizations based on which are the best fit personally and professionally. As they realize greater ROI, companies are investing more and more in executive networking opportunities. Yet, regardless of the format, setting yourself and your business apart is still at the core of successful networking. To achieve this you must build relationships. I’m not talking about introducing yourself to someone at a cocktail party, shaking hands, exchanging business cards and meeting once for lunch. I’m talking about real relationships that allow executives to get to know one another on a deeper level, to form trust, respect, and most importantly, a willingness and desire to collaborate and refer business to each other.
As they say “easier said than done!” We barely have enough time to complete our workplace responsibilities, so it’s hard to imagine networking at such a deep and substantial level. Through years of developing my own network, including connecting other business people, I’ve determined there are four techniques that make the process enjoyable and effective so you’ll want to make the investment.
- Treat networking as a journey not a destination – Networking is not a short process, it takes time. If you try to rush it you will fail, and may establish a negative reputation along the way. You have to build a personal relationship first and foremost before business can happen. Otherwise you risk sounding like a salesperson and nobody wants to be sold. One of the best ways to build a relationship is to find and share common interests that inspire spending quality time with other executives, such as golf, going to a sporting event, bowling, skiing, volunteer work, etc.
- Give and you shall receive – There is a popular saying along the lines of “the more you give the more you get.” If you’re unable to approach networking with an altruistic mentality, don’t waste your time. People want to help those who help them – whether from a sense of collaboration or obligation to return the favor. The more generous you are the more likely others will be generous with you. When you meet an executive for the first time ask what people they do business with. Then consider who from your existing network you can introduce them to.
- Communicate quickly and with purpose – After you have met someone you think you want to build a relationship with get back to them quickly (within 48 hours, if possible). Tell them why you think you can help one another. Set up a private meeting to gain better insights into who you know who can be of help to them. Act on that and make the introductions quickly. Being a person-of-action proves you “mean business” and others will take you seriously.
- Get involved with a networking group – Pick a networking group that is relevant to you and your business. If the members are positioned to be good referral sources or potentially have a need for your services or goods themselves, then join. Upon joining become a strong member. This includes helping to grow the “community” by inviting guests to accompany you to group functions. Other members appreciate the expanded reach this provides. Make a commitment to bring at least one or two members a year to show your dedication to the group. The more active you are in this and other ways, the more likely the other members will take you seriously!
Daniel Pincus is the President and CEO of World Golf Network (www.worldgolfnetwork.com), an executive networking group that helps business owners and senior executives do more business through a unique membership program. Dan has worked in the networking field for over a dozen years and has spoken in front of many business owner groups teaching others about networking as well as other business related issues.
