NEWSROOM

Beth Gray, Meetings Manager
Associated Builders and Contractors of Georgia

Do you dread going to networking meetings where you don’t know anybody? You are not alone! Professional networking meetings are one of the best ways to grow your network and market yourself, but many people don’t enjoy networking because they don’t realize the basic “dos and don’ts” to network effectively. Follow these simple tips and not only will you develop relationships, you may even enjoy yourself!

1. Set realistic expectations. Nobody gets married after one date! Business relationships take time to develop too. Don’t attend a couple of association events and expect immediate results. Relationships are built out of trust which is developed from people being genuine, authentic and patient. It takes a lot of time and effort to develop relationships that YOU must create. Don’t expect to be handed business relationships simply because you pay dues to an association.

2. Don’t try to sell. Focus on fostering relationships, not generating new business. The second you start a sales pitch, people back off. Don’t be one of those people who dart around passing out business cards practically begging for business. This is a big turnoff to others who will avoid you at future meetings.

3. Discover commonalities. What is everyone’s favorite subject? THEMSELVES! Getting people to talk about themselves puts them at ease and lets you get to know them. Try discovering a “small world” story you may share with the other person by uncovering commonalities. You never know – you may have common acquaintance, you may have similar interests or the same challenges. Discovering these connections not only provide a foundation for a relationship, but also provide ice breakers for future conversations. Get to know people from both a business and personal perspective.

4. Step out of your comfort zone. It’s okay to attend meetings with a coworker to overcome apprehension of entering a room of strangers, but make certain you talk to others and don’t talk only to your co-worker. Make a point of sitting at two different tables if there is a sit-down meal at the event.

5. Remember referrals. When you meet someone and discover they are not a potential client, don’t immediately dismiss them. You don’t know who they know! If someone gives you a referral, be certain to follow through quickly. Your actions are a reflection on the person who referred you, so be respectful and they will be more likely to refer you again.

6. Follow-up. After meeting someone you are interested in connecting with, immediately follow-up with them. E-mail is perfectly acceptable for following up, but a hand written note will make more impact. After a connection is established, make random calls. Again, don’t try to sell or your future calls may be avoided. Don’t be that “friend” who only calls when they need something! Just a simple “hello” and perhaps ask to meet for lunch and share ideas.

7. Become active in the association. Join a committee, volunteer for a community project and attend events regularly. Take advantage of conventions where you spend a few days with others members (and sometimes their families). Multi-day events provide hours of networking time in a relaxing environment where you can get to know others on a more personal level. Figure out who the movers and shakers are in the association and make an effort to become part of their circle.

A good network of people is difficult to become part of, but it can be one of your most valuable assets. Invest in yourself by developing your circle that is essential for success. Be yourself and have fun. People prefer to do business with those they enjoy being around. And remember – networking is not about finding people to sell things to – it’s about fostering relationships.