How to Determine Where to Network Yourself and Your Business

“You are the average of the five people you spend the most time with.” -- Jim Rohn

As the author of an information product on networking aptly titled “Pumped Up Networking”, I’m often asked a question that goes something like this… How do I decide where to network and which networking groups should I join?

I hate to do this to you however I can only answer that question with another question. What do you want to accomplish by networking?

Don’t worry… I won’t totally leave you hanging here. In lieu of waiting for a response from you, first let me start you off with some of the basics to consider.

• Your budget… Networking events and memberships can get expensive so determine how much of your marketing budget you can afford to invest on it.
• Your time… Networking can become very time consuming as it takes time to establish and nurture fruitful relationships so determine how much of your time each month you can afford to invest here.
• Your comfort zone… Networking can be intimidating and quite frankly a waste of money and time if you are not ready to network in certain situations or circles. Yes, the coach in me will always try to get you to stretch your comfort zone a bit however, going from zero to sixty in six seconds flat is typically not the wisest choice to stretch you and position you for success. Patience is a virtue here.
• Your gut… Learn to trust it. Does a particular networking event or group feel good to you? Do you like the other attendees or members? Is there good chemistry amongst the group? This is critical because if you’re not excited about where you’re networking or who you will be networking with, your heart won’t be in it. And if your hearts not in it, fruitful relationships won’t happen.
• The logistics… Times, dates, and locations are critical; wherever you choose to network must make sense from a logistical standpoint.

With the basics now factored in, let me present you with a few of the more common reasons for networking and where you can look to network to meet that need… hopefully one of these fits your scenario.

• If it’s to acquire new prospect to sell to… if possible, your best bet is to network directly where your target market hangs out, wherever that may be. Some possibilities may include events for charity or awards dinners if you’re marketing to the affluent; or Chambers of Commerce if you’re marketing to small businesses. If getting in front of your target market presents a challenge for you, you can approach it indirectly by networking with others who can ultimately connect you with your target market. For example, participate in lead exchange groups such as BNI, LeTip, or smaller but effective local groups such as in my neck of the woods, the LI Rainmakers.
• If it’s to establish your presence locally in your community or as I call it, become a ‘rock star’ in your own backyard, then maybe try your local Chamber of Commerce, Civic Association, or maybe even your local Church.
• If it’s to connect with your peers in your industry… maybe attend industry specific seminars and trade shows; or join a trade organization related to your specialty or industry (e.g. if you’re a professional speaker maybe try the National Speakers Association or if you’re a Chiropractor consider joining The American Chiropractic Association (ACA)).

So in closing, I have to say that I’m a firm believer that a person’s success can be determined by their ability to network effectively. And yes Jim Rohn is right... You are the average of the five people you spend the most time with… so choose your networking wisely.

© 2008 Online Marketing Muscle -- All Rights Reserved.

Want to use this article in your newsletter, blog or web site? You have my blessing so long as you include the following complete blurb with it (including links).

Liked this article? -- Then check out Long Island-based marketing consultant, coach, and entrepreneur Dean Mercado’s highly acclaimed marketing blog 'The Motivational Marketer’s Journal' at http://www.MotivationalMarketer.com. Additionally, for even more small business marketing and success tips, sample the latest edition of his FREE marketing tips newsletter the 'Marketing Minute', -- a weekly multimedia e-zine designed to give you a jolt of marketing wisdom in less than 5 minutes.

6 Ways To Help Turn New Contacts Into Sales

You attend local networking events meeting people and exchanging business cards; you participate in lead exchange groups like BNI in hopes of getting referrals; you create profiles on popular social networking sites like Ryze, LinkedIn, and MySpace; yet you’re still wondering why all this networking isn’t translating into increased sales.

Well while many business professionals work very hard to gather new contacts, the area where I see so many of them break down is in their ability to nurture those new contacts into long-term relationships. Relationships that can eventually turn into the increased sales that most of them are looking for.

So how do you go about nurturing those new contacts?

Well here are 6 ways that can help you take your professional relationships to a deeper, more prosperous level for all:

1. As humans, we’re never too old to enjoy positive attention. So if you stumble upon someone you know being quoted, discussed, or acknowledged publicly either in the media or by other professionals in their absence, give them a call or send them an email to let them know and congratulate them.
2. Acknowledge them on holidays, birthdays, and other cultural or religious special days. For example, in Greece, a person’s name day is highly celebrated -- so familiarizing yourself with what’s important to your contacts, and reaching out to them on those special days can go a long way in building a solid bond.
3. If you witness them doing something great or selfless, let them know how their actions touched, moved, or inspired you.
4. Always be on the lookout for opportunities to connect people. Someone’s looking for an electrician, refer one. Someone’s target market is Dentist’s and you know a few, introduce them. Someone’s looking to join a networking group, connect them with someone who runs one. Two people that you’ve met separately at the same networking event share a common interest, become the conduit and introduce them. My point is, helping others connect typically doesn’t go unnoticed, and is a win-win for all.
5. Forward along timely, useful, and/or entertaining information. Stumble across a great article on golf, send a copy to those you know who are golf enthusiasts. Read a great book on sales that has helped your business grow, recommend it to others who may also benefit from its wisdom. Don’t be stingy here, share the gift of knowledge whenever possible.
6. Inform them of events that may be of interest. Now when I say events, I mean any professional networking, entertainment, or educational events. Some examples might be, if you have a contact who is struggling with their finances and you know of a financial guru giving a free teleseminar, let your contact know about it. If you’re attending an event that you expect to be excellent for networking with real estate experts, and you happen to have a contact that serves that target market, invite them along. In other words, always be in the know of what events are happening around you and always ask yourself who else do I know that may be interested in this event?

Now in order to successfully carry-out these 6 ways I’ve shared with you here, there’s one key skill that you’ll need to employ and continually develop, and that is to be a great listener. No I’m not talking about the type of passive listening that many of us engage in most of the time. I’m talking about active listening -- The type of listening where you are actually paying attention well enough to learn what’s really important to the person you’re speaking with. It’s through the skill of effective listening where you’ll harvest the seeds necessary to ensure healthy relationships down the road.

So in closing, always remember that people buy from people they know, like, and trust. So it behooves you to continuously look for ways to nurture your professional relationships. Do that effectively and watch their value, and your success, soar.

© 2007 Online Marketing Muscle -- All Rights Reserved.

Want to use this article in your newsletter, blog or web site? You have my blessing so long as you include the following complete blurb with it (including links).

Liked this article? -- Then you won’t want to miss Long Island-based marketing consultant, coach, and entrepreneur Dean Mercado’s highly acclaimed marketing blog 'The Motivational Marketer’s Journal'. Additionally, for even more small business marketing and success tips, sample the latest edition of his FREE marketing tips newsletter the 'Marketing Minute', -- a weekly multimedia e-zine designed to give you a jolt of marketing wisdom in less than 5 minutes.

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