14 CityLight.org
october 2011
someone asked for the sale. Unfortunately
for you, she left with her money. What
would you do?
That's a real scenario. To prepare for a net-
working workshop for one of my clients, I
decided to be a secret-shopper and I shared
my experiences during my presentation.
Of course, salespeople flocked around me
immediately after my workshop. But, how
many people followed up later? Just one.
Did she get my business? No. Here's why:
she didn't follow up enough. When she
contacted me, I was busy and asked her
to call me again.
She never
did. If that
h a p p e n s
when busi-
ness opportunities
come practically
gift wrapped, are
you leaving other
opportunities on
the table because of
poor follow up?
Networking Tip:
Schedule time for follow-up
activities in your calendar. Create a follow-
up plan that includes regular calls, notes
and information sharing.
m
yTh
2:
Networking is about getting.
Reality: Networking is about GIVING.
You may feel uncomfortable about net-
working because you think it's only about
asking others to help you. But, the key to
networking is building relationships and
that's based on a give and take.
Look for ways that you can give to the
people in your network, whether you're
sharing resources, connecting them with
others or providing some other type of
value. You'll feel better about reaching out
and the people in your network will be
glad you did.
Networking Tip: Start each week by ask-
ing, "What can I give this week?" Spend a
few minutes coming up with an answer and
proactively helping the people you know.
m
yTh
3:
Networking is about talking.
Reality: Networking is about LISTENING.
Sure, you have to do some talking when
you're meeting with others, but it isn't all
about you. The best way to un-
cover opportunities is
by listening. And,
you'll be more
at ease when
you're not treat-
ing your contacts
to your "this-is-
why-my company-
is-so-great" mono-
logue.
Share information about yourself, but
focus on learning more about your con-
tact. Re-direct their questions to learn
more about them. For example, when
someone asks what you do, respond with,
"Can you tell me a little bit more about
what you do and your business objectives?
That way, I can answer your question in a
way that's more meaningful for you."
Networking Tip: Prepare a few key "getting
to know you" questions. Here's my favorite:
"What kind of lead or business connection is
most helpful for you?"
There you have it - 3 business network-
ing myths exposed that may have been
slowing down your success. Follow these
networking tips and you'll build better re-
lationships and grow your network.
THREE NETWORKING
MYTHS EXPOSED
Continued from page 13