It is often said that it not about who you know that matters, it’s who knows you. Well I wanted to convey this statement by saying that not just whom you know and who know you, but how well you know them and they with you too.

Business networking is the final form of promotion. This can help you to get new clients, new jobs, or even help you move up the corporate ladder. This is the exact same process it takes to build relationships. Every time you attend meetings, trade shows, or social functions, you are networking and that’s a fact whether you know it or not. This is your relationships with people, prospects or clients who make the difference between success and failure.

Often we have to realize the reason we have to make business an individual or company. In the case of products that we regularly buy, what helps us to make a buying decision? There is a need to buy a particular brand because they trust brand of high quality or durability. There are other people who make purchasing decisions based on price, though it is not often that happens. We often only do business because we feel good about it. Even most of the purchases or decisions to make final business is based on two things. Confidence and comfort. Trust is a very simple emotion or feeling. How are you achieving your desired results?

Trust was measured with the emotions and generated by the process of letting someone get to know more about you, not just product features and price. I know a woman who gives seminars on selling to high level ceo’s. She said selling to the high level ceo’s, you have more than one salesperson to sell products or services. To sell to the ceo’s, you have more than a mentor. You have to find other terms then you can meet and help them to meet those needs. In doing so, you become a mentor and is trusted. They feel “comfortable” that you have their interests in mind more than make quick sales and commissions.

In the process of day-to-day we find prospective clients. We do not tend to just find someone to pitch. Should we spend more time getting to know them before we try to sell?

When we take the time to know one’s wishes, dreams, and needs, and make honest efforts to help them realize that it is important to us. We are building trust, confidence, comfort level, and more importantly the relationship needed to not only make sales, but to make us an unlimited resources for reference.

While we are the people in the community meeting with prospective clients, we must continue to follow in mind. Picture your customers in the same way you would yourself. Customers have needs, so you need to help each customer fulfill that need. Until you understand what the main goal or a dream prospect, you can not meet the need via product or service.

Sales and networking is about relationships. You sell everything you do, whether you realize it or not. The time is now for sellers to build relationships more effectively. Change the way you think about the prospects and outlook will change the way they think about you.

Whether you’re an introvert or an extrovert, feel like you have the gift of gab or just don’t know how to make small talk, networking know-how is very important for your business success. There is a notion in business that I believe most of us subscribe to that says “all things being equal, people will do business with and refer business to those they know, like and trust.” And the key to this is obviously being able to develop relationships.

Think of networking as the cultivation of mutually beneficial, win-win relationships. In order to be win-win, there must be GIVE and take (notice the emphasis on give). Networking shouldn’t be viewed as “events” where you go to sell your business. When effective networking is taking place, the parties involved actively share ideas, information, resources, etc.

Ok, so you know that you should be networking because it is one of the most cost-effective lead generation activities when used wisely, appropriately and professionally. But, maybe that seems easier said than done. Here’s a seven step plan to really get going with networking for your business.

1. Check out several groups to find the best chemistry and perceived value. Most groups will allow you to come and visit at least a couple of times before you have to join. Go and ask around to find out why others have joined and what value they get out of belonging.

Resist the urge to just go join the Chamber of Commerce simply because everyone tells you that’s what you need to do. If that’s not where your target group can be found, then you might just be wasting a considerable amount of time (and money).

I’m not telling you not to join the Chamber. Just be clear about what you’d like to get out of this or any other group. If it’s to find prospective clients or referral sources, then you need to be networking where those resources can be found.

2. When you find a group or two, join and go to all the meetings you can. Don’t go just once or twice expecting things to happen and then if they don’t quit. Building mutually beneficial, win-win relationships will take some time.

The contacts you make need to constantly see your face and hear your message. Continual contact with others over time will open up opportunities for you to go deeper and learn more about each others thoughts, ideas and capabilities in regards to your respective businesses.

Know, like, and trust generally only happens over time. Being regular and persistent will pay off.

3. Get involved – be visible. Do as much as you can to make yourself more visible within the organization. Volunteer to help with meetings, be on committees, or become a leader or board member.

Being involved does a couple of things for you and your business. First, you’ll get more opportunities to establish connections and get to know some of the contacts you’ve made even better. Secondly, the higher the visibility you have in the group, the less you’ll have to work to make new connections. Instead, as new people come into the group, they will likely seek you out because they view you as a leader within the organization.

4. Keep your circles of contacts informed. Don’t just assume that running in to someone once a month (or even once a week) will cause them to start doing business with you or sending it your way. You need to let them know what’s going on when you’re not at that particular group in order to inform and educate them.

Send them invitations to your events or open houses. Send them email or letters to share big news or success stories, especially anything of relevance to them or those in their networks of contacts. If you believe that you have valuable ideas, information and resources to share with others, then doesn’t this just make sense?

5. Work at GIVING referrals and sharing valuable information. That’s right, you need to be willing to GIVE before you get. That means you need to get to know other members and what makes a good prospect for them. What kinds of information might you have access to that could be useful to them?

You may initially think you don’t have much of value to share with others (besides your business and what you provide). Part of the key to getting good at giving is to not make assumptions. For example, don’t assume that some basic resource (e.g., a web site) that you’re aware of is familiar to someone you might be talking to just because they are the “expert” in that field. Be willing to ask if they know about the resource and ready to share if they don’t.

Want to get better at actually giving referrals? Here’s a simple question to ask someone you’re connecting with. “How am I going to know when I meet a really good prospect for you?”

Just the fact that you are willing to explore giving will elevate your know, like and trust factor.

6. Focus on Quality, not Quantity, Quantity, Quantity. It’s not necessarily about the number of connections you make, but about the quality of the ones you do make. Are they mutually beneficial, win-win relationships?

Quality connections will be identifiable because all involved parties will be actively sharing ideas, information, and resources. Yes, it is true that you need to spend some time and effort getting to know the other person(s) and what’s important to them. But, you also need to be clear and actively thinking about what information or resources you want and need.

Staying in touch with and following up with a smaller number of quality relationships will generally be much more productive than trying to follow up with a larger number of superficial contacts.

7. Be persistent, but be patient. The goal of a networking event shouldn’t necessarily be to come away with prospects every time you go out, but to come away with great connections. Networking usually takes time to get the relationships developed and nurtured.

Don’t approach networking as a scary proposition or a necessary evil for being in business. Take the pressure off yourself and really focus on how you might be able to connect with someone you meet. Focus on them first and look for ways to be useful to them. As you become known as a connector you’ll eventually be ready to reap what you sow.

Everyday people get objections from prospective clients and customers. So in order to handle your objections what can you do to cure these common objections. Review the video above and take action, this will separate you from all the rest of the presenters and business owners who aren’t stepping up their game.

I hope you have a wonderful weekend!

About the Author:

Charlotte Howard is a Business Consultant and Founder of Charlotte Howard Consulting LLC. Grab Charlotte’s FREE click by click training for Traditional Business Owners and Home-Based Business Owners.

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