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.

"Dare to be Different" Series – 3 Tips to Pump Up Your Intro at Networking Events

So I just came from a networking event at a local Chamber of Commerce and as is customary in many types of events like these is at the onset, we went around the room and gave everyone an opportunity to introduce themselves to the group.

The first person, while remaining seated, with a low-key voice, starts off the introductions with “Hi, I’m John… an accountant”... that’s it! The next person obviously following the poor example of the first person says, “Hi, I’m Beth and I work for XYZ Bank”… again that’s it! The 3^rd, 4^th, 5^th, 9^th, 10^th, 11^th person introduces themselves and all I could hear, that is of course if I could hear them at all from across the room, was “Hi I’m blah, blah, blah, and I work for blah, blah, blah”… nothing interesting… nothing memorable… no one giving anyone any reason to make a bee-line across the room to connect with them.

At this point I’m cringing with disgust at their own lack of enthusiasm and confidence in who they are and what they bring to the table… while at the same time, selfishly elated with the potential of all these prospects that could definitely benefit from purchasing my “Pumped Up Networking” information product.

So finally a star arises at around number 15. This guy took the time to eloquently state who he was, what he did, who he did it for, and a small bit on why everyone in his target market would be crazy to do business with anyone but him.

Then unfortunately the 16^th, 17^th, 25^th, 26^th all went back to the original boring formula. Then boom… finally another rising star! Long story short, not including me, there were a measly 3 out of maybe 50 people who at least did a half-way decent job of creating interest in them for the group. This was not good! Hence my inspiration for what follows in this article… 3 tips to pump up the delivery of your introduction at networking events.

#1 – Be Seen
Stand up and look the part… This is not the time to be lazy! Be dressed for success and get off your tail and make yourself visible to everyone in the room! Additionally, unless it’s absolutely unavoidable, try not to speak with your back to anyone… that’s just plain rude. Speak to everyone, making eye contact with others in the group... not just the event facilitator at the head of the table or front of the room.

#2 – Be Heard
Speak up and speak clearly… This isn’t the time to be shy! If it helps, look at the body language of the people furthest from you. If they look like they’re struggling to hear you, step up the volume. If you’re unsure on how you project, arrange in advance for a networking buddy to stand on the opposite side of the room during introductions to flag you if they can’t hear you properly.

#3 – Be Magnetic
Sound off… This isn’t the time to be humble! Be thorough, yet concise as you choose your words wisely. Do like our rising star (#15) did when he took the time to eloquently state who he was, what he did, who he did it for, and a small bit on why everyone in his target market would be crazy to do business with anyone but him.

Inject your personality. If you’re a funny guy, use humor. If not, don’t. I firmly believe that people are most magnetic when they’re being themselves. This exudes a natural charisma, confidence and poise that are hard to fake.

Now there are literally a ton of other tips we could add here however, those will have to wait for another time… for our purposes here, this is plenty to get you started.

So in closing remember, people do business with people they know, like, and trust… all the more reason to make positive and memorable impressions whenever possible. I mean isn’t this why we attend networking events in the first place, to connect with others in hopes of improving our situation in some way. So why not make the most of it by giving yourself the best chance to succeed with you networking efforts. And yes, first impressions at a networking event mean a lot so never, and I mean never ever, blow a golden opportunity to effectively introduce yourself.

© 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.

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