By Maria Elena Duron
Imagine you were setting out to network with people today. Let’s do the math. If you allot at least 30 minutes to connect with someone (factor in travel time, finding their office, waiting in the reception area), how many people would you be able to connect with today?
Social media can help you connect more quickly and easily, but even these platforms have limitations. Imagine you’re attending a Twitter chat, for example, and then connecting with individual people afterwards, either on Twitter itself or another social network. How many people can you really meet, connect with, and converse with in one day?
And, even though each person on Facebook is said to have on average 229 friends, there are less people that we actually influence even when we are well connected online.
When we make networking with others a “do-it-yourself endeavor,” we lose the exponential benefits of other people’s influence and other people’s credibility.
What’s the 90% Rule?
When we can borrow from another’s credibility (which is essentially what happens when a referral introduces you to a connection of theirs), we start out at an elevated level of know, like, and trust—all of which shortens the time necessary for another person to gauge our character and competence.
The is a certain approach to be successful at networking. It’s less about doing everything yourself and more about developing a strong and loyal network of people.
When you go to a networking event, plan to follow up. That's where the real value of networking is to be found.
If you’re not going to spend the time required to follow up on your networking efforts, why waste your time attending those event in the first place?
When networking, be the first to shake hands. Be the meeter and the greeter, act like the host and be helpful to people as they are arriving. It’s one way to stand out and serves as an ice breaker when you reconnect with each person later for a more meaningful conversation.
People Are People, Not Prospects
To be interesting you must first be interested in the people you’re connecting with. As Dale Carnegie said, "Talk to someone about themselves and they'll listen for hours."
Learning more about someone provides the foundation for you to become friends and eventually brand advocates. People need opportunities to learn more about your character and competence.
What Can You Talk About?
If you can learn the skills of encouraging people to talk about themselves, you’ll be successful in your conversations.
A key part of any conversation is listening. If you listen, people will reveal who they are, what motivates them, what’s important to them, what they value, and sometimes the challenges they’re facing.
Remember back to your days in English class when you crafted a story by asking: Who? What? Why? Where? And How?
Now, apply that to your conversation (in a casual way—don't turn it into an interrogation). You’ll move the conversation along, learn more about your connection, and be seen as someone great to connect with.
Topics to discuss are the person's
- Goals
- Aspiration
- Accomplishments
- Areas of interest
- The company or organizations they’re affiliated with
The acronyms are helpful tools to use in any conversation:
O.R.D. (occupation; recreation; dreams)
A.B. (aspirations/associations; business)
R.A.M.E. (recreation; associations; motivations; endgame/goals)
Review these tips and insights to help you shorten the connection process and make friends and influence people:
- 7 Things You Can Get Out of LinkedIn Groups When You Get Into 'Em
- Business Etiquette: Overcoming Minglephobia or Fear of Networking
Create a Curriculum of Connection
When you’ve taught your connections the best way to connect, describe, and refer you, you develop a synergy that creates powerful introductions and referrals.
Here’s how to do this. Develop a one page document and in it outline the following:
- Your goals and objectives for the year
- Who you serve best (your target market/client)
- Where to find this “best client” in large numbers (associations, conferences, events)
- Key phrases or comments someone will say that identify them as a great connection for you
- The best way for you to be introduced
- All your contact information starting with the first (and best) way to reach you.
For example, this is what my Networking Document would look like:
Goals and Objectives: To develop a solid base of email newsletter clients (10 new clients each month)
Target Client: Realtors, Restaurants, and Renegades (definition of "renegade": solopreneur, independent professional, inventor, author, entrepreneur)
Where to Find Them:
Realtors: Board of Realtor functions, Chamber of Commerce events
Restaurants: Chamber of Commerce special events, charity gourmet galas
Renegades: Chambers of Commerce, SBA or SBDC events, blogs and Twitter chats
Key Phrases and Comments: I can’t get any results from social media; What are you using to send out emails?; I don’t know if anyone’s opening or really reading our newsletter.
Best Way to Introduce: A virtual introduction via email sent to both of us; or provide their email address and please call ahead and tell them to expect an email from me.
Maria Elena Duron is a connector, trainer and coach. Small Business Owners that work with Maria Elena develop a profitable relationship building system, appeal to their brand advocates, and increase sales. Take the uncertainty out of how your personal and business brand delivers business – Get Your Checklist. For more on how to maximize and develop your own brand advocates, click here.
