Networking On the Right Train
The first thing you need to decide is
what you want to accomplish from your networking. Do you have a goal
of getting more clients in 2009? Are you trying to find a job? Are
you exploring opening up a new target market? Any of those could be
very good goals from your networking.
Once you have the rough goal, then you
need to quantify it. "I want to get 50% of my clients this year
from networking, and I need 100 new clients, so 50 need to be from
networking" or "I need to find a new job by April" or
"I need to interview five people familar with my new target
market to determine the best way to meet their needs." These are
specific goals. You can track your activity against them to determine
if your networking is meeting the need.
Then look at the possible places to
network. Where can you find the people you need to meet? Think
outside of the box. Don't limit yourself to the same venues you tried
last year. And don't just look at the traditional "networking
groups." There are probably trade associations or other
organizations that offer opportunities to meet targeted groups. One
of my clients didn't see the need to network at his professional
association. After all, they are all his competitors! Why network
with them? But as we talked, he said the people in his office had
never had to prospect in a bad economy. So he had no one to go to for
ideas. I suggested he go to a professional association event to find a more
experienced person in his industry to interview for ideas.
After you have identified the places to
network, then go to them. Have your goals in mind of who you need to
meet. See if the events get you to those people. Evaluate your
progress against your specific goals. If you are on-track,
congratulations! If you are ahead of your goals, stretch yourself to
do more. And if you are behind, that's okay too. Look at where you
are behind and develop new goals and strategies to get you on track.
Having an action plan for your
networking can make 2009 the best year yet.
Tune in next month for an another
article on planning. This one will be on developing an action plan to
get the most out of your one on one meetings. See you in February.
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Field Guide for Networking Bird Watchers
Check Out Randy Sly's "Networking Freelancers" Blog
 You know how sometimes you read something and think, "Darn! I wish I'd thought of that?" Well, that's exactly what I thought when Randy Sly of Write View sent me a link to his blog, The Networking Freelancer.
I read his "Field Guide," and it was absolutely a perfect description of so many of the people I have encountered during my own networking. Here are two examples to tease you. Check out his blog to read the rest, and his other excellent posts on networking. I've been reading and commenting. You should too.
"Red Winged Me-Warbler - This Networking bird is easy
to spot by its special call - "I-Me-My...I-Me-My." Normally, this bird is
found circling the outer edges of a networking event sporting
business-formal plumage extending its large hands filled with business
cards. The species does not care to know its prey by name and rarely
listens. It prefers to keep calling out, listing its capabilities,
services, and opportunities.
Silver Throated Networker - This is the most common
bird found at many networking events. This bird can be approached
without concern as it only wants the best for others. Normally, this
species listens to other calls before it calls out itself. It is good
for the environment and gives back more than it gets."
Which bird best describes you? Read the rest of them and let me (and Randy) know.
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