The Secret to Networking
Frank Traditi
When you think of networking what comes to mind?
• Going to mixers?
• Business meetings?
• Meeting people?
• Collecting business cards?
• Eating?
• Drinking?
• Seeing friends?
• All the above?
In some cases, you've never had to network or consider networking a necessary evil in the course of doing business. Perhaps you really don't enjoy it or find it uncomfortable.
This is a perfectly normal.
However, it won't get you new prospects or referrals, a contact for a career change or interview, or fill your practice with new clients.
Developing yourself as a masterful networker can be a powerful weapon toward building your business, marketing your services or looking for funding. Networking fails because 99% of the population has forgotten, or never learned the Golden Rule:
Networking is about giving, not getting.
When talking with people in any venue and there's potential to network, think of ways you can help them. In your conversations, uncover one simple thing that can make their life easier. The payback could be substantial.
What are the benefits of doing this:
• It's much easier going into networking with the notion of helping.
• You never know who you are helping and who they know. This is how
your network expands quickly.
• People, in general, don't like to be in debt. By offering to help,
they will feel obligated to help you.
• People see you as someone in the know and want to be associated
with you.
Become a masterful networker through the art of giving in order to receive.
It's amazing what will happen when you take this approach.
How do you become a masterful networker? I’ve laid out a simple, failsafe formula that works every time you meet someone new. It’s called The 5-Step Fearless Networking Formula. Every time you attend a networking event or place to meet new people, use this powerful 5-step formula to build a world-class network. It works every time.
The 5-Step Fearless Networking Formula
1. The Search
• Just start meeting people, walk up and say hello
• Start with a familiar face, can lead you to a new contact
• At a breakfast, lunch or dinner - plan to meet everyone at the table
• Go early, stay late - great opportunities exist
• Introduce yourself to people standing alone – it’s perfectly
OK
• Volunteer to check people in at an event - you get to meet everyone!
2. The Discovery
• Open up with a statement, question
•“We haven’t met yet, I’m Frank. What’s your
specialty?”
•"I'm new to this organization; can you tell me more about it?"
• Listen intently. You’ll begin to
hear clues about how you can help them.
• Probe for a challenge or problem they are dealing with (they WILL
tell you)
• Introduce a "conversation piece" – ask for an opinion,
“What do you think about … “, something you read about
that might interest them
3. The Offering
• After you’ve discovered their challenge, issue, or opportunity,
offer to help
• Give them a suggestion, resource, tip, tool, lead, advice, anything
that will advance their cause
• Good things to give are: referrals, websites, books to
read, potential hiring managers, upcoming events, network contacts
• This is your chance to take the relationship to higher level
4. The Promotion
• Your turn: ten-second introduction and thirty-second commercial
• What you do, how you help people, and what you are looking for
• Make it simple enough for them to repeat to anyone they meet
• Your chance to build rapport leading to referrals, new contacts,
and their network
5. The Close
• Exchange business cards, information
• Jot a short note about your conversation and what you’ll follow
up with on the back of their card
• Shake hands - reach out and thank them
• When you get back to your office - FOLLOW UP!
Before you go to your next event of any kind, commit to this goal: “I
will attend my next meeting with the goal of helping 5 people.”
Remember the Golden Rule: Networking is about giving, not getting.
Copyright © 2006, Frank Traditi
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