Networking with Purpose

Networking is “working to create a net of relationships” that provides support, resources and additional revenue for your business success. By acquiring and cultivating these networks, you increase your exposure to innovative ideas and fresh opportunities that allow you to look at how you are operating and potentially growing your business. For networking to be effective you need to tackle it with the same focus and dedication as you do all your other business strategies—you need to “network with purpose”. Here are some of the key steps you need to take to ensure your networking efforts drive your business goals.

Before Attending a Networking Event

1. Start with a purpose. Define your objectives for attending the event. Do you want to learn something specific, leave with referrals or make more business connections?
2. Establish a goal. How many new people do you want to meet? Establish a goal you can meet, but will really have to work at reaching to ensure you leave the event with a good return on your investment.
3. Prepare to make a great first impression. Practice your 15 to 30-second introduction, make sure you dress professionally and prepare some open-ended questions to start conversations.

During a Networking Event

1. Have a positive attitude. No one wants negativity and they avoid it.
2. Listen. Find out what is most important to the other person so you know where you can most directly add value.
3. Focus on new contacts. Do not “hang out” with people you already know—arrange a later time to meet and catch up.

After a Networking Event

1. Follow up. Enter your new contacts into your tracking system with any notes you took, call or e-mail them within 24 hours of the event to schedule a longer time to meet and invite them to join your online social networks such as LinkedIn, Facebook and Twitter.
2. Evaluate your performance. After each event, take note of what worked and what did not by looking at your performance against your goals.

Most importantly, remember that networking is a two-way street. Take time to touch base with your contacts on a regular basis to share information, ideas, resources and contacts and watch your networks grow.