Networking Is It The Real Information Highway?

Networking is one of the best ways to expand your customer base. It's something that many of us do several times monthly, however what is networking really about. Is it about getting a contract at every meeting? Is it about finding someone to fill your every need at every meeting. Of course not! If you are expecting that, then you do not understand what networking truly is.

Cathy Stucker, an ABWA member and author, says that "Your network can be a source of business, of friendship, of support, of information, of the things you need to build your business and lead a satisfying life.

Do you realize that 80% of those looking for a new job, find it through networking, with figures like that you can't argue the success of networking when done properly.

A while back I was doing a lot of car travel, with my Husband, and I used this time to catch up on my reading. A lot of my reading during these trips was research for a presentation that I was preparing for "Women in Engineering" on networking. Much of the reading reaffirmed what I already believed about networking. First and foremost I am not Donna Fisher. . If you have not read any of her books you might want to check them out. I've had the opportunity to hear her numerous times and she's really great, and has a more dynamic presentation then ever. The last time that I saw her, we were both at a Career Track Seminar. I was there to promote ABWA and she was there to SPY! Yes I said SPY. We had both snuck into the back of the room - for me to see what I could learn, for her to see how the other Presenter PRESENTED! I will always remember what she told me that day. Take every opportunity that you have to network and turn it into an opportunity to learn! These words have stayed with me years later.

Goals for Meeting People
When you attend a networking event, be sure you set a goal for the number of people or types of people you'll meet. Reaching these goals can make you feel more confident about networking. Identify a reachable goal based on attendance and the type of group. Don't leave until you've met your goal.

Here's a related tip for getting the most out of a networking event: Act like you're the host of the event, not just a guest. Don't just sit around and relax, waiting to be waited on. Take care of the other people at the meeting. Volunteer to help greet people. If you see people sitting by themselves, introduce yourself and offer to help them meet others. Be a conduit for meeting people. (This networking wisdom comes from the Business Network International consultants Geoffrey Scanion and Ivan Misner)

Last year I had the opportunity to see this first hand, at the Houston Business Women's Council Purchasing Expo - our ABWA Council had a booth there and we each had the opportunity to walk the room separately and each came back with tons of information that the others did not so it when we were able to combine our information, it was truly amazing the quantity of good information out there. The group in the next booth would leave one person in the booth and the others would walk around together, we overheard them complaining later that they did not get any leads or contacts that they could use. Monika, Aggie and I discussed this afterward and realized that we had each set our goals - mine was that I would meet people from certain companies and I did. Aggie had her goals and she met each of them and the same with Monika. Because we had our goals in the forefront of our thoughts, when we approached the booth of the Company we were interested in, we were able to state exactly what we wanted and why. This we believe made all the difference.

Here are some other pointers that you might find useful:

• Name Tags - it's proper to wear these items on the upper right shoulder, because when extending your right hand to shake, your eye's are always drawn to it
• If you're carrying on a conversation and someone new walks up to the group, it's not always prudent to stop the conversation in mid-sentence, so just take a step backwards to include the newcomer in the conversation circle.
• Have small talk topics to fall back on in a conversation
• Always, Always have business cards with you
• When you explain what you do, do it in such a way as to invite questions about what you do.
• When someone gives you a card, take time to read it; this shows interest and respect. There may be additional information you want to comment on or ask about
• Ask for someone's card then give them a reason why you want it.
• Have a system to store cards and follow up as soon as possible with any actions you promised to take.

Catherine James is President of Dixie Cullen Interests Inc., a large industrial storage facility, servicing customers from around the world and is a 2003 Top Ten Business Woman of American Business Women's Association. She can be contacted at catherine@dixiecullen.com

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