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Business Networking Attitude and 4 Rules

by Pete Brown

So here you are, in the lobby, waiting to sign in and get your nametag. You look around and don’t recognize a soul. Not only that, everyone else seems to know each other. “This is NOT going to be fun…I knew this would be a waste of time!”

Ever felt this way? If so, you’re not alone. Networking isn’t easy, but with the right attitude and some advance preparation, you can make networking opportunities really “work” for you.

Before you walk into your next networking event, ask yourself “Why am I here?” Odds are, your reason is the same as 95% of the other people attending—to grow your business. When you realize that you all share a common goal, the concept of networking takes on a new meaning. Focusing on the possibilities ahead, rather than the awkwardness and obstacles, can make networking an effective and enjoyable way to grow your business.

Yet, even with a positive attitude, you might not be comfortable approaching strangers. After all, not everyone is a charismatic conversationalist. As a business development trainer, I can tell you the majority of people—yes, even those in sales—are not the confident extroverts we imagine. So rather than retreating to a quiet corner, try assuming the role of host. Take it upon yourself to seek out others. Look for a “wall flower” and make them feel at ease. You’ll both be glad you did.

I have a philosophy that I call “BeHOLDen to others.” I believe skilled networkers let others shine. They operate from the mindset that everyone has knowledge to share, and they give others the opportunity to do so. It’s a great way to learn. So be “HOLD”:

* H- Honor—by taking the time to really look at the contact’s business card and recognize the person behind the company name.

* O-Openness—means to smile, include others in the conversation, and be open to the possibilities of a relationship.

* L-Listen—Ask questions and affirm answers.

* D-Defer—Remind yourself to allow others to speak first…dummy up!
BeHOLDen To Others—Can You See The Possibilities?

Now that you’re approaching networking with a better attitude, there are a few rules to follow to make these events a valuable use of your time and money.

Rule No. 1—Have a goal for the event. Maybe your aim is to meet two new contacts that could be prospects for your services. Or to learn about the products your main competitor is displaying at the show. Setting a goal will help you see the importance of making a real effort at every networking opportunity.

Rule No. 2—Have a compelling commercial. Translation: what are you going to say when someone asks “What do you do?” This sounds simple, but many of us ramble on about our products, services, features and benefits. Instead, create a 60-second commercial that grabs the person by hooking into the emotions of what you offer. Homebuilders don’t build homes; they connect people with their dreams!

Rule No. 3—Ask the question, “How would I recognize a prospective client of yours?” Can you see the power of this question? What do you think will happen next? That’s right, they’ll ask you the same thing. Try it at your next meeting and see how quickly a crowd gathers.

Rule No. 4—Be authentic. No one likes a phony. Remember, you’re all there for the same reason!

Networking can be an effective and enjoyable business activity. It all starts with how you think of networking—work or a rewarding way to grow your business.

Networking Carnival has chosen this article as one of its “best of the week” (May 4th) picks. You can see it and many other wonderful, inspiring and informational articles at Edith Yeung.

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