Stages of Business Networking

Make notes on the business cards while networking, such as "potential referral source" to remember key contacts.

Finding a new client has a way of making you feel accomplished. That's what makes business networking groups so important. Business networking groups are a place where potential contacts gather seeking new clients or an on-going referral source of clients. Your local chamber of commerce, business association, service club, referral group or online social network for business are places to start to for business networking to build your customer base.

Make Contacts

Networking can have a domino effect starting with business contacts in your own neighborhood. Make a list of local business associations related to your industry in your area. You may surprise yourself with just how many contacts you can make in just one business networking session at each association and the number of contacts they can refer you to. Here you have the opportunity to put the word out on your services. Be sure to let your new contacts know that you will refer customers to them as well.

Listen and Learn

Networking is not about how many business cards you can hand out. It is an opportunity for you to learn about other's needs and wants. People will be more open to talking about themselves if you ask specific questions about what they do, their challenges, accomplishments and goals. You can then respond with what you are able to offer them to help them reach their goals. The one thing you want to avoid is talking about yourself without someone expressing interest in you. Be sure to make notes of the people you meet. With so many in the room, it can be easy to get confused. Each person feels important when you remember them.

Exchange Business Cards

As you are making your connections, hand out your business card to the person you are speaking with and ask for her business card as well. The business card is what makes people feel important at networking sessions. Therefore, when you receive a card, show your contact that you are paying attention to the card by looking at it and ask any questions you may have, such as the area her office is located. You can use the card to write the date you met, location and memorable points for you to follow up on.

Follow Up

After the business networking session, it's easy to get inundated with work and forget important details about your contacts. More importantly, your new found contacts may forget who you are if you don't follow up with them. Send an email within 24 hours to everyone you took a card from. Speak to the contacts you have made who can be potential referral partners and schedule a meeting to turn them into actual referral partners. For those that that did not trigger a business connection, thank them for their card. After all, you never know who they might know.

Next Steps

Replenish your business cards, update your resume and get ready for the next event. Make sure your website and social networking links are current. People will start to visit and will want to know more about you.

References

• The Beehive: Business to Business Networking
• Hodu.com: How to Make the Most of a Networking Event
• Los Angeles Chinese Learning Center: 10 Powerful Networking Tips Using Business Cards
• The Ladders: I Attended a Networking Event. Now What?

Resources

• "Networking Like a Pro"; Ivan R. Misner; 2009
• "The Networking Survival Guide"; Diane Darling; 2003