Business Networking

Submitted by Mitch Seigel on Mon, 12/01/2013

Over the last three years I have blogged several times about networking, from a salesperson’s perspective. I had breakfast with a good networking friend yesterday and all we were talking about was how businesses seem to forget the value of in-person networking to market their business. And if they do recognize the value, many don’t know the first step to take in the networking process.

In each municipality of any size there are over five hundred, yes five hundred, organizations that meet on a regular basis. It is virtually impossible to get involved with all of them. That’s OK for two reasons. First, there are only a few which are connected to your type of business, and second, after you attend and participate regularly in two to three in your industry, you tend to run across a lot of the same people also networking. This is a good thing because repetition in networking is important. The more others see you on the networking circuit, the more importance and credibility you give to your business.

Once you have established which groups to check out, start attending their events. Preparation is key for the best results. While you would want to have brochures and handouts about your business with you, the best piece of information you can carry with you is your business cards. The exchange of cards for contact information is very important. It allows you to follow up with those you feel would either be a potential client or lead generator.

The next step in the process is the most important; follow up. It is where 95% of the networking process breaks down. It is so easy to gather information-it is what you do with that information that matters. Develop some type of system to keep track of contacts. Remember; you should contact someone within 48 hours of the meeting for the connection to have the best chance of developing into a relationship. Always keep in mind that networking is a pay-it-forward process. Find out what you can do for the other person. Lastly; have fun with it!

What are your challenges when it comes to networking for business? I look forward to hearing your comments. Until next time…