Business Networking: Being On Your Best Behavior

Its indeed a small world, and if you dont believe that, the theory of Six Degrees of Separation will certainly prove it to you. Moreover, with business networking approaching an art form, people are being connected more closely than ever. So if youre not in, youre definitely out! Find out why smart entrepreneurs swear that networking is the thing to do.

Business networking is the art of building relationships for mutual gain. Like any relationship, it can be fun, but be prepared to encounter a few red flags along the way. For those of you who want to make the most of your business networking efforts, wed like to suggest the right etiquette.

We bring up our first point - how to choose a network. Take care to belong to a group where members have similar interests, abilities or aspirations. When we say this, we are certainly not advocating an elitist philosophy; rather, we are advising you to choose a network that can support your goals. Say youre in the chemicals manufacturing business isnt it best to steer clear of a group of environmentalists?

Right, now that youve made a selection, its important that you make a great first impression on fellow networkers. Nothing could be worse than being considered pushy or rude, or being subtly cold shouldered by the other members. On the other hand, adopting the right attitude (as described below), can work wonders for you.

Be patient. A lot of people rush into business networking events with a desire to conquer surpassed perhaps only by Napoleon. Youll spot them at once, ferociously handing out and collecting business cards. Hey, take a moment! Rome wasnt built in a day, and its the same with your business relationships. Dont approach the network with a target number of scalps, or with only your interests at heart the entire rationale of networking is to create mutual benefit. Be prepared to invest time and sincerity, and opt for quality over quantity, any day. Its not how many you know, its who you know and how well you know them.

Be generous. Business networking will not work if its a one way street. Do not rush into it with a whats in it for me on your lips. Since the entire concept is based on reciprocity, be prepared to take the lead in referring someone in the network to your other contacts. Its probably the fastest way to earn a referral in return.

Listen. The best way to build rapport (the lifeblood of any networking initiative) is to give the other person your undivided attention. If its a face to face event, take care that you send the right signals with your body language. If its an online network, respect the rules of the game dont interrupt, do not type in capital letters, and leave the unprintable stuff where it belongs.

Connect. Ah, so finally were coming to the business end of things. Before you present yourself, be clear about your objectives, and prepare accordingly. Have a crisp and interesting introduction in place, something that can lead to further questions. State what you do clearly; when youre asking for introductions at a later stage, be specific on your requirements.

Follow up. A wise man once said that following up was the worlds biggest industry despite the fact that people dont do it enough! Dont lose the thread the moment the business networking event is over. Go over your discussions later, and follow it up with a note or phone call as appropriate. Large events rarely yield instant results you need to fix one-on-one meetings with interesting prospects, and turn those into a deeper relationship, before the benefits kick in.

Networking is one of the most effective ways of developing business and creating awareness for your company. Thats why most senior management and business owners spend so much time on it. Leverage it well.

Useful references: A whole range of books by bestselling author Harvey Mackay, available at www.amazon.com.