Networking Conversations that Produce Every Time

I was prompted to offer this teleclass when I heard so many I meet networking complain about coffee date after coffee date…all in the name of networking that weren’t producing any discernable results.   I hate it when I feel like my time is wasted and I know you do too. 

What if your networking conversations produced results every time?  They can! 

Let me start with some Networking 101 reminders.

1.  Networking is not selling.  Networking is connecting for mutual benefit.

2.  Everyone you meet through networking is NOT going to refer you business just because you are you.  I don’ t  mean to burst your bubble but I want you to know the truth.

3.  Networking IS a marketing strategy and tactic.  Marketing is the tactics used to gain visibility, brand awareness, and create opportunities.  

4.  While the act of networking will generate leads for you, if that is all you are focused on you miss the abundance of other opportunities available to you.      

Here are six successful outcomes that can be found in every networking conversation.

• Prospects.  Not everyone is your prospect.  However through the discovery process (the Art of Key Questions) you can determine if you are talking to one, the level of her need, and the timing of  the next step in the conversation. 
• Strategic Partners.  These are those service providers or products that complement your own or can be found in your customers rolodex.  Not everyone who could be your partner will be.  Through the discovery process you can determine what you need to know to see if this is someone you want to develop a deeper relationship with or explore joint opportunities.
• Resources.  These are people or organizations who not only can be a resource for you but your clients and network as well.  Through your discovery process you can determine if they are the caliber and quality to add to your team.
• Opportunties. These are people or organizations who can connect you to opportunities to foward your goals.  The opportunities might be an invite to one of their other organizations or small groups, speaking or joint venture opportunities.  It is a big world out there.  Connect to people who are connected to opportunites outside your scope.
• Great people to know.  You will meet people who fall in none of the categories above but nevertheless are incredible people.  They’ve accomplished great things, traveled places you have not and inspire you to be more.   You will want to collect these people.  Your only follow up action may be to drop a note and keep in touch from time to time.     
• “Opt Outs”.  These people fit none of the above categories for a variety of reasons.  They are too new, unclear about their value proposition, too “me” focused, etc.  Regardless of how well you ask your discovery questions they find a way to “opt out” of your attention all on their own.  Knowing you will need to take no ongoing action with this group is a successful outcome.

The secret is knowing what YOU are looking for and asking good questions that intelligently direct the conversation to a mutually beneficial close.   Try to leave as many of your connections with added value as you can!  You might inform them about an upcoming event, an article of interest, another organization they may want to be aware of….believe me, you have incredible information you’ve already collected and can share with little effort. 

Leverage your time and connections!  Networking is not really free…it takes time.  Time = Money.