Designing the Perfect Networking Environment

By Kimberly George, Director of International Alliances for CoachVille

Do you ever find yourself less than inspired at a networking event? Do you take your time, focusing on creating conversations that add value and develop rapport or are you desperate and disconnected? Perhaps, your networking mindset could use a paradigm shift.

If your business cards are giving you paper cuts, take a look at your approach and your expectations.

Networking is all about designing an environment where: a relationship is created that adds value to both parties, creates connection, and builds a bridge to the follow-up opportunity. Let’s take a more in-depth look at this networking definition. The best networkers design an environment where they continually add value to the people they connect with. Terrific ways to design an environment for your conversation are to begin with a firm handshake, maintain eye contact and seek to understand versus being understood. The best networkers add value to the people they meet by asking questions that demonstrate a sincere interest in the other party. They also listen for opportunities to be of service by providing resources, information, and connections without expecting anything in return.

Many people are frustrated with networking events because their sole expectation is to make a sale, get a new client, or close a deal in the space of an hour or two. I refer to this as the “Shotgun Approach.” Can’t you just picture this type of networker, handing out as many business cards as he can carry, working the room like a frenzied hyena? Sure, lots of people may go home with his contact information, but he hasn’t given them a reason to contact him. Most likely, his card will be tossed in the pile gathering dust at the bottom of the desk drawer or thrown out.

As a masterful networker, your ultimate goal is to develop “stickability.” This is done by becoming memorable, and you become memorable by creating connection. The best networkers create an environment where connection is natural and spontaneous. They explore the other person’s inspiration, passions and motivations for doing what they do. They create common ground, finding ways to share insights and information. Most importantly, the best networkers put the spotlight on the other party, seeking to learn rather than sell, to share rather than tell.

Once connection is created, you’ve developed “stickability.” You’ve given the other person an impression of who you are, a point of relating. Networking is all about building relationships and then nurturing them. You tend to relationships as you tend to a garden—planting seeds and providing the right amount of water, sunlight, nutrients and open air. As Dr. Ivan Misner says, “The grass is always greener where you water it.”

Networking takes discipline, dedication and follow-up. The number one missed opportunity related to networking is failure to follow-up. How often after a networking event have you taken the time to contact the people you’ve met to get to know them better? How many people have contacted you? The percentages are shockingly low, even among BNI members. If you are looking for a magic pill or a silver bullet to increase your networking effectiveness, it’s this simple: follow-up. The best networkers add value, create connection and build bridges. They have a plan for contacting people they meet, and they act on that plan.

If you could meet with 5 new people a week, what would that do for your business? Going to one or two networking events weekly, connecting with 5-10 people gives you the opportunity to build bridges. Follow up with the people you meet. Don’t know what to say? Try this: “It was great to meet you last week at the charity fundraiser. I’d love to learn more about what you do and explore how we can share referrals. When can we get together?” You’ve just designed an environment for building a lasting relationship and set yourself apart from the crowd. People simply don’t follow-up. This paradigm shift of adding value, creating connection and building bridges is a powerful alternative to disconnection and desperation. The best networkers have mastered these concepts and put them into daily practice. You can too.

Kimberly George is a business coach and the Director of International Alliances for CoachVille. She is also the pioneer coach for the brand new virtual community on Social Capital & Networking in collaboration with Dr. Ivan Misner. You can learn more about networking by visiting the community at http://dbc572.cvcommunity.com