Be a Leader – Get Involved in the Operation
Leaders are missing in most every aspect of life. There is a void of leadership that continues to weaken groups in all areas of our society, and networking groups are not immune. We need those who possess skills and enthusiasm to keep the group on task, on time, on purpose, and on going.
As with all things in life, successful networking requires careful planning, consistent attendance, full participation, and careful results measurement. But to truly soar you need to do more than just consistently attend events and participate. By volunteering to take a leadership role you will set yourself apart from the masses. Everyone values those who give of their time to ensure the success of the group. Giving of your time in a purposeful way will yield great results. You should seek out opportunities to serve where you can make the biggest impact for the group and for you.
Choose a leadership role that aligns with your unique set of skills. Those who facilitate groups in their business lives should facilitate networking groups. Bankers, financial planners, certified public accountants, and other financial professionals should volunteer to assist with management of the finances and financial reporting of the group. Always seek opportunities to showcase your skills when seeking a leadership role.
Check your ego at the door. While you may be the captain of your ship, leadership in a volunteer group requires a servant mentality. To lead is to serve others. Bring all your talent and skills to be sure, but resist the temptation to be overbearing simply because you are the expert. Remember that others are serving as well. The last thing any group needs is a dictator. Be empathetic.
Perhaps the best thing about being a leader in any group is that you will be considered a leader in all walks of life. People naturally assume that you are a mover and shaker when you are the head of an organization and they will ask you to lead in others. This gives you access to the heads of other organizations. They now represent your peer group.
Become known as a leader and you will be amazed at the level of people you meet and how many of them will want to know you.
Knock, Knock! - Know Who is There at Networking Events - Lunch Groups
Whether you realize it or not you have been to a networking lunch. Food, lunch time, and more than one person are the requirements for a networking lunch. Having lunch with a prospect or co-worker is a networking lunch by definition. But for our conversation we will focus on structured, multi-attendee networking luncheons.
Most networking luncheons attract a wide variety of people from all business categories with one common bond; nearly all will be directly or indirectly responsible for sales at the company they represent. For this reason the networking lunch takes on a different personality than all other networking events.
Networking luncheons vary from structured events with a formal meal and keynote speaker to a loosely tied together group where everyone brings their own "brown-bag" lunch. What makes networking luncheons different from networking events at other times during the day (aside from the preponderance of sales people in the room) is the compressed time frame. Most people who attend networking luncheons have scheduled meetings before and after the lunch and therefore have limited time.
Except for the largest groups, most networking luncheons provide an opportunity for the attendees to give their elevator speech or sixty-second commercial. Few people who attend networking luncheons are shy since there are many sales related professionals in the room. You should be prepared to deliver a self-introduction for one-on-one interactions and to the audience that is concise and audience-focused. You have approximately seven seconds to gain the interest of the listener before he or she mentally turns you off.
One of the best things about networking luncheons is that you will easily meet new people if you want to. Even if you attend with a co-worker, sit with someone you haven't met. By the time the lunch is over you will know a lot about your new friend and they will know a lot about you. This is the beginning of a relationship that will lead to more connections. You can't help but get to know people when you share a meal with them.
Since most of the people at networking luncheons are in sales, they will have a vast network of connections and it is highly likely that someone in the room will know the person or people you are trying to meet. Focus on the people you meet and the ways you can help them. When asked, clearly state the benefits you can offer others and the connections you are seeking. You can quickly open doors through the relationships you will forge at networking luncheons.
But heed this one word of caution. Except formal events, a networking luncheon is a relaxed atmosphere. Since there are so many sales people at networking luncheons, you may mistake their candor as sales pushiness. While there will be a few pushy sales people to be certain, the vast majority of the group is there to meet new people and grow their network. Although it does happen, don't go expecting to sell something to someone that day. And bring plenty of business cards but don't hand one out unless asked. Rarely does anyone follow up with someone from an unsolicited card.
Networking luncheons provide an outstanding opportunity to meet a lot of people and to meet many who know the people you need to know. Just remember that the networking luncheon is a time-compressed, full contact, networking event. It requires a clear understanding of the attendees and for you to have a concise, audience-focused message. Be certain to attend, meet new people, and follow-up promptly and you will win big at networking luncheons.
Observe the Multiple Networking Group Law: No Double-Dipping
As you begin to find success in networking you will undoubtedly expand your network to include more than one group. Becoming active in several networking groups focused on varying interest, geography, or industry is a wise move that will broaden your exposure and increase your effectiveness. We encourage and highly recommend that you are involved in more than one group, chamber of commerce, or both.
With expanded exposure comes the opportunity to share your network with a wider variety of people. You will provide more solutions to more people and they will provide you with more connections. Your network will grow. This benefits you, your network, and your new networking partners.
However there is one rule that you must never violate if you are to succeed in multiple groups. Never under any circumstances give two people in the same business the same referral. If your friend Sam is buying a new house, you cannot refer Sam to two mortgage brokers in different groups. That is just like double-dipping chips at a party; you just shouldn't do it. It is not cool and everyone gets hurt when you share the same referral with two people in the same industry.
Your friend Sam gets a mixed message and begins to feel like he is just a number to you. He is likely to think you are not trying to help him as much as you are trying to help yourself. The two mortgage brokers end up embarrassed and looking like little more than glad-handing salespeople. And you end up with a loss of credibility that will lead to fewer referrals and potential expulsion from both groups.
But do not be confused. It is appropriate and desirable to share the same referral with solution providers in similar but different industries. You most definitely should share Sam's name with one mortgage broker, one realtor, one insurance agent, and one moving company provided you know that Sam has an interest or need for these services. Your knowledge of Sam's needs is a direct result of your relationship with Sam.
Your relationship with Sam may not be close enough for you to know all his needs and interests. You may have recently met Sam and you only know he is in the market for a new home. It stands to reason he may have a need a mortgage broker, insurance agent, realtor, and mover. But you are not close enough to Sam to know for certain. You should still share Sam's name with one provider for each service from your network. In doing so be clear with each person that Sam is a lead, not a referral. In either case, sending resources to Sam that can solve his problems helps him, the referral partners, and you.
Understanding how and when to share referrals is essential to your success in networking and in life. Observing the law of "no double-dipping" will ensure you have greater success.