Networking

What is networking? According to the Oxford Dictionary – networking is a group of people who exchange information, contacts and experience for professional or social purposes. Debbie Lewandowski, Founder of Spotlite and current Chamber President is going to share several pointers on how to properly network effectively.  Networking is not about who you know – but who knows you!  Relationships enable you to stand out and rise above the noise.  People do business with those they like and trust.

• You want to start by networking with a purpose – you want to know what your objectives are before attending any event.

• Always wear your name tag on the right side – it makes it easier to read when you are shaking someone’s hand.

• Have an effective handshake.  You don’t want to be the “bone crusher” or the “limp fish”

• Be sure to introduce yourself

• Be sure to follow up with those you’ve met

Remember that crucial to your success is that you treat networking as an exchange of ideas, information and experience.  Be generous in sharing your talents, experiences and ideas and always be respectful of those around you.

Here are several ways to maximize the value of networking

1. be strategic about which meetings you attend – in other words if your ideal client is a company that focuses on technology – attend the Technology Council of Southern California – or TCVN (tech coast venture network)

2. become active – once you become active, people in the association get to know who you are and what you do.  It takes time for people to recognize you, view you as a colleague rather than a stranger and trust you.  Volunteer to serve on a committee or the Board.  Get to know the movers and shakers.  Each association has a few key people who know everybody else and can make things happen.

3. attend meetings with the right mindset – it is best to come to a meeting with the mindset of “how can I help others at the meeting”  You can provide introductions, recommend books or web sites, provide information about people, companies or trends or simply listen and offer emotional support.

4. Ask questions – if you are worried about what you are going to say to others about yourself and your business – focus instead on asking open ended questions like tell me more about your business?  What exactly do you do?  Who is your target market?

5. Come early and stay late – the best networking opportunities are before the start of a formal program and immediately after the program.

6. follow-up immediately – it is import to follow-up immediately while the person and the conversation are fresh in both your minds – it can be with a hand written note or via email – just make sure that you follow-up

7. don’t try to sell – selling at professional meetings is usually inappropriate.  Use the meetings to develop a relationship and schedule a meeting for a later date.

8. look for people standing alone – these folks may be nervous and your initiative will often endear you to them. Plus one-on-one networking is the best networking

9. Sit between people you don’t know well – you might be sitting there for a while – so make sure you are going to be sitting by someone you can form a new relationship with.  I know we are all creates of habit and we like to sit with the same people – but in order to grow your business – you’ve got to meet new people.

10. Hang out at the food table – our endorphin levels are higher when we are close to food – which boosts our memory and the chance that we will remember and be remembered.

The importance of being memorable – there are five ways to help people remember you:

1. be distinctive – whether it is a piece of clothing or jewelry – a conversation piece always helps

2. be fully present – be fully engaged and fully aware of the people you interact with – don’t be scanning the room looking for someone better to talk to

3. ask thought-provoking questions – take a genuine interest in other people

4. reinforce your keywords – like your name, company name, your business/industry, your product and your location

5. contribute to the group conversation – don’t say something just to say something publicly – saying one really smart thing at your table or in front of the whole group will make you much more memorable

Remember that you are your business!