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The 10 Steps of Networking - Part 1
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Author:
Article:
The 10 Steps of Networking - Part 1
By Kevin Lister
| | In my February Contractor Power article, I spoke with you about your networking foundation - business and trade associations. Now that you have joined an association or two, what?s next? Well, there are ten steps which, if followed, will make you a networking pro. 1. Have Your Networking Tools With You All The Time |
Be sure to always have your business cards with you when attending ALL networking events. It is best to keep them in a business card holder, which will protect them from getting damaged. Also be sure to have a name badge handy as well. Your name badge should include your name (in larger type), your business name and a business tag line (a three to five-word description of your business.) Lastly, always be sure to carry a pen for jotting down notes on other?s cards as well as a PDA or planner for scheduling meetings with any hot prospects or referral sources you meet. | 
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2. Set A Goal For The Number of People You Want To Meet
Before you head out to a networking event, you should have a set number of new referral sources or prospects you want to meet. An excellent goal is two to four people. One way to achieve this goal is to ask the greeters at the registration table if you can see the attendee list. This will help you to make sure you meet the people with whom you want to become acquainted. Lastly, try to make it a habit of not leaving the event until you have met your new relationship goal - two to four people.
3. Act Like A Host Not A Guest
As in any new networking situation, it can be difficult - and sometimes uncomfortable - to introduce yourself to new business people. For those of you who tend to be a bit shy, one thing that has worked well for me is to act like a host, not like a guest. This actually puts you in a more outgoing mindset and thus you become much more active. Like when hosting your own get-together, try to focus on helping others. One way to accomplish this is to ask to become a visitor host for the networking groups you belong to. Another way is to make a conscious effort to introduce people you meet to others you feel would be a good prospect or referral source for them. These strategies will improve your networking skills as well as increase your visibility.
4. Listen And Ask The Five ?W? Questions
One way to start and carry on a conversation with someone new is to listen for and ask the five ?Ws? - who, what, when, where and why. Not only does this show interest and allow the two of you to really learn a lot about each other, it also teaches you how to support one another. This is a very effective way to build a good relationship very quickly.
5. Give Support When Possible
As I shared earlier, one tactic for relationship-building is to help another person. Thus, whenever possible, be sure to make an effort to support at least one person at each networking event you attend. This can be accomplished by informing them of upcoming networking events, providing them with an introduction to a possible referral source or prospect, or providing them with a self-referral - if you are in need of their services. Please keep in mind these words from Zig Ziglar: ?People don?t care how much you know until they know how much you care.?
I will share steps six through ten with you in April?s article. But, in the meantime, be sure to implement steps one through five at your next networking event. I think you will be happy with the results.
I will be writing a question and answer article each month for Contractor Power. If you have a business-related question you would like me to answer in one of my upcoming articles, please feel free to contact me at info@paradigmstrategies.com.
Also, I offer a FREE business planning report ? The Seven Proven Steps to Increased Profits ? that I feel you would find of value. To get this report, please visit our Website www.paradigmstrategies.com (click on the ?FREE Report? drop-down box), or go to our special Web page www.paradigmstrategies.com/freereport1/
About the Author
Kevin Lister, founder and president of Paradigm Strategies, the business advising firm to the trades, is a leader in the field of business performance improvement. He possesses nearly 20 years experience in business management and consulting, effectively operating his own ventures and assisting others with realizing business success.
With an entrepreneurial spirit and CEO?s point of view, Kevin brings hands-on expertise to helping building contractors, sub-contractors, and suppliers. Kevin has deep knowledge and understanding of the trades, based on 14 years in the construction industry, a family history of owning trades businesses, and a genuine interest and enjoyment in helping blue collar enterprises.
Kevin possesses a Masters in business administration (MBA) from Olin Graduate School of Business at Babson College and a Bachelor of Science in marketing from Bentley College. He teaches management and marketing for the University of Phoenix Online.
Kevin is a member of several professional and business organizations, including the Institute of Management Consultants (IMC), the Builders Association of Greater Boston (BAGB), the National Association of the Remodeling Industry (NARI) and the Associated Subcontractors of Massachusetts (ASM).
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