Networking

What comes to mind when you think of networking — cocktail parties? Shaking hands and exchanging business cards at a Chamber of Commerce events? Endless lines of people anxious to make you a customer? Sweaty palms and panic?

Networking is not about how many business cards you can collect — it’s about building a long-term and mutually beneficial RELATIONSHIP with another business person. And it doesn’t have to be painful or forced! When you do it the right way — networking is as natural as starting up a casual conversation. Let me show you how…

THE SCENE: MY CHIROPRACTOR’S OFFICE

So I’m reading a magazine in the waiting room at my chiropractor’s office — I’m exceptionally early for an appointment. Another patient walks in — a woman named Susan that I’ve seen there several times before but never spoken to. She sits down and smiles, and we strike up a non-business conversation. We talk a little about chiropractic, traffic (always a popular topic in Atlanta!), and I eventually ask what she does for a living. It turns out that Susan is a personal coach. I tell her that I’m a Professional Organizer and we spend the rest of my waiting time comparing our experiences with clients.

The important point to note here is that our business relationship is starting out as a personal one — just like any other casual acquaintance. You already know how to do this with people — you start up informal conversations every day of your life. But the minute you attach the term “network” to your actions, you also attach a boatload of pre-conceptions and EXPECTATIONS. Don’t think about where this relationship will lead 5 years down the road — just be friendly and interested.

MAKING THE CONNECTION

As the receptionist calls my name for my appointment, I ask Susan for some of her business cards. I tell her that many of my clients are in need of longer term help with their goals than I’m able to give — and would she mind if I referred folks to her when a need arises. It’s highly unlikely that Susan will turn me down, unless she is just overwhelmed with clients. She graciously accepts my offer, and makes the same in return. We exchange business cards and part ways.

Notice that I did not say to Susan, “Send me your clients who need to get better organized.” Instead, I offered to do something for her. Networking isn’t about what you can get, it’s about what you have to give. If you don’t have a referral for that person, suggest an interesting book or article and offer to call or e-mail with the information. Or offer to hook the person up with another professional you know who might also be a good gateopener. But don’t expect anything in return — the minute you think, “What’s in it for me?” you kill the relationship.

KNOW YOUR NETWORK

I got back to my office later that day and called around to a few other friends I knew who either were coaches or had worked with coaches. Susan’s name came up several times, and everyone I spoke to sung her praises. This is important to me — I don’t want to ruin my reputation by referring my clients to someone who provides poor customer service. Be sure to check on the people in your network before sending your clients their way. naive networking can be worse than no networking at all!

FOLLOW THROUGH

I sent Susan a quick note that afternoon telling her how nice it was to talk to her. I also included referrals for two clients who had been looking for a good personal coach. It’s important that you follow-up quickly when you make a new acquaintance. You will really stand out as a conscientious individual if you do what you say you will do when you say you will do it (isn’t it sad that it’s not the norm?!) They say that you never have a second chance to make a first impression, but that’s not always true. Sometimes, the impression that sticks with a person is the one that comes after your follow-up note or call.

BUILDING THE RELATIONSHIP

It’s not required that you refer clients to every networking contact you have. Whether I send any work Susan’s way or not, I’ve laid the foundation for a long and prosperous relationship. I keep in touch with Susan by clipping articles that might interest her, letting her know of business functions that she may want to attend, and getting together for coffee every once in awhile. She thinks fondly of me because I go out of my way for her. And it has paid off handsomely.

In the year and a half that we have known each other, Susan has sent me 4 new clients, hooked me up with at least a dozen great gateopeners, and given me countless suggestions for growing and expanding my business. Each new person with whom you strike up a conversation has the potential of doubling or tripling your network over time. That’s what casual networking is all about.

Ramona Creel is a Professional Organizer and the founder of OnlineOrganizing.com — a web-based one-stop shop offering everything that you need to get organized at home or at work. At OnlineOrganizing.com, you may get a referral to an organizer near you, shop for the latest organizing products, get tons of free tips, and even learn how to become a professional organizer or build your existing organizing business. And if you would like to read more articles about organizing your life or building your business, get a free subscription to the “Get Organized” and “Organized For A Living” newsletters. Please visit http://www.OnlineOrganizing.com or contact Ramona directly at ramona@onlineorganizing.com for more information.

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What if — every time you had a networking appointment with someone — you invited a third person. Sound like a ridiculous concept? Why on earth would you want to do this? Aren’t you taking the focus off of your business and putting it on someone else’s? Here are 5 reasons why multiple meetings are beneficial:

YOU CAN MAKE MORE PROFESSIONAL CONNECTIONS IN LESS TIME

Networking can become very time-consuming and expensive — especially if all you ever do is have lunch or dinner with one person at a time. And if you try to meet with every possible networking contact individually, you will never have any time to see clients! You should spend about 20% of your week marketing your business — and you want to get the biggest bang for your networking “buck” during that time as possible. So, by meeting with two potential gateopeners at once, you are using your marketing time more efficiently.

YOU ADD VALUE TO THE MEETING

You have more to offer colleagues and clients than just your services — you also bring to the table an extensive collection of contacts. You appear more attractive to a potential gateopener if you show them what a great RESOURCE you can be. Let’s pretend that you have a meeting with a graphic artist — you might want to invite along a local printer you know. You have just introduced each of your guests to another professional who might be able to bring them leads. And, you have increased your value as a resource.

YOU CAN TAKE CARE OF ANOTHER PERSON’S NEEDS

Another way to make yourself attractive to a colleague or client is to solve his or her problems. Of course, you will not be able to personally solve every problem that comes along — but you can make an introduction that will lead to a solution. For example, let’s say that you have a client who is in desperate need of a corporate attorney. You meet an attorney at a networking function and schedule a follow-up lunch — and you also invite your client. The client is grateful for your help, the attorney appreciates the introduction — and you will stand out in each of their minds the next time they come across a potential organizing lead.

YOU HAVE A BUILT IN “LEAD-WARMER”

There is nothing more frustrating than getting a lead for a potential client and finding out that the person didn’t even know you would be calling. No one likes receiving cold leads. So warm yours up by including a personal introduction over lunch. When you call your friend Sally to tell her that a client of yours needs her services, suggest that you get together for a three-way meeting so you can introduce them. This keeps your client from feeling like he/she is being “solicited,” Sally has a special opportunity to explain what she does — and you are the catalyst for it all!

YOU CAN TEACH OTHERS HOW TO PASS YOU LEADS

The golden rule applies to business relationships as well as personal. If you tell your colleagues that you would like a personal introduction to any potential organizing clients — but give them just a name and a phone number when you run across a lead — you will get the same in return. If you want warm leads, give warm leads. Period.

Ramona Creel is a Professional Organizer and the founder of OnlineOrganizing.com — a web-based one-stop shop offering everything that you need to get organized at home or at work. At OnlineOrganizing.com, you may get a referral to an organizer near you, shop for the latest organizing products, get tons of free tips, and even learn how to become a professional organizer or build your existing organizing business. And if you would like to read more articles about organizing your life or building your business, get a free subscription to the “Get Organized” and “Organized For A Living” newsletters. Please visit http://www.OnlineOrganizing.com or contact Ramona directly at ramona@onlineorganizing.com for more information.

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Masterminds recognize patterns around them and usually come up with new ideas. Archimedes found his principle, the law of hydrostatics, while he was taking a bath and ran out yelling, “Eureka” because he was so excited. I suppose Newton felt a similar emotion when the apple hit his head, no matter how much pain the impact produced.

Strangely enough, new ideas that cause leaps in human progress are more liable to get rejected than old stale ones. Human beings measure any new idea against what they already know. Consequently, the more unusual an idea is, the more liable it is to be made fun of or get rejected. During the eighties, I bet many people, starting with Bill Gates’ teachers, shook their heads disapprovingly, when he announced he was quitting school–Harvard University to boot–to find his own way and build his own company.

Taking into consideration the resistance to new ideas and new ways of doing things, how can one assure the success of his new approach? Or if one has a new idea on how to do anything new, what kind of a business or sponsorship can he search for?

The first step could be to investigate for sponsorship within a business community. A place to start the search is probably in the area of one’s interest, inside companies, businesses, or groups of people who are always coming up with new ideas, different products, diverse and better supplies. Original models in an area may develop usually because a new incentive is launched inside an existing condition. A revolutionary and better-working operating system for computers should not be searched in the plumbing supplies area, but in the vicinity of the computer companies that are noted for their ground-breaking procedures.

After canvassing the immediate area, the next step is to look at the surrounding areas. An innovative theater company, for example, may decide to give a chance to a poet to read his poetry before the curtain rises, if he has the talent for reading poetry.

Following that, one might try the more remote areas, even plumbing supplies for an operating system if a plumbing company is using a computerized system of any kind. That may be possible only if one is ready to modify or reallocate his ideas and apply them to different patterns with an eye for the appeal or the possible rejection of his new approach. The trick is to find out what is or is not working with the existing system and take it from there.

Some companies, as well as people, are more open to novel approaches in increments, rather than sticking out their necks totally with a unique project. A well-thought out positioning and presentation by the owner of the new idea or invention could overcome this inflexibility. Any company whose goal is progress would not turn down a novel idea if the concepts are explained clearly; if the continuity during the product development is guaranteed; and if the assurances are given that action and method will work in step with each other.

If none of these approaches work, the only way out for the innovator is through his own resources. Depending on one’s own resources takes a longer time to reach one’s ideals; however, one does not have to adapt his unique product to anyone else’s criteria and the command and gain will belong to him alone.

When one is presenting an invention on his own, he will need services and help. At this junction, he may have to look for funding from non-profit organizations or outside connections and strategic partnerships, while making sure that his product never loses its quality. In addition, the innovator can draw in volunteers with the lure of sharing the credit when things get going. A new product, be it an idea or a tangible object, needs to be advertised. A resourceful innovator will look for high-interest, low-cost ways of getting the word out.

New ideas necessitate new associations to take hold and grow. Networking with other innovative industries or businesses inspires more flow and creativity in one’s vicinity. At times, small groups may join together for big results. Surely, no one can go at it alone even if the novel product is the most fantastic invention after the wheel.

Joy Cagil is an author on a site for
Writers (http://www.Writing.Com/) Her education is in foreign languages and linguistics. In her background are varied subjects such as psychology, mental health, and visual arts. She has been taking some courses on business and finance matters during the last couple of years. Her portfolio can be found at http://www.Writing.Com/authors/joycag

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