May 11th, 2010 
Betty Penny So your motivations are stated and your technique is in place, now what?
Many will leave a conference or business seminar with a large collection of business cards and announce, proudly, “Gee, I was really networking out there today.” The work in networking has only just begun: he or she who collects the most business cards doesn’t necessarily win. Get a pen out, flip the cards over and make a few notes.
Record:
- the date you met that individual
- the occasion – was it a cocktail party at a friend’s or a monthly meeting of the Board of Trade
- your impressions – what stood out about this particular introduction
- code the cards 0r flag those that require immediate contact, the “hot-and-must-be-handled” cards
At this point a card file will probably come in handy. Be sure to store your contacts alphabetically by personal name, business name and by profession/function. There is nothing worse than trying to remember the name of that nice accountant and clever lawyer six months after meeting them. But if you had filed those cards under accountants and lawyers respectively, you might find it quicker than if they were grouped solely under their first or last names.
Such a filing system doesn’t have to be terribly complex to work. For some a small box and a bunch of lined recipe cards do the trick while others will set up a database. There are many software programs out there to do just that, so go on Google and search for the program that best suits your needs.
Let’s get back to those cards that are red hot. If you promise to follow up with someone at a later date, do it! There is nothing worse in life than empty promises and the same holds true when doing business. And what about those that aren’t red hot? Once filed or recorded, don’t forget about them, keep in touch. Call once in a while, not to sell something but just to catch up. Perhaps you’ll hear about a new networking possibility or an opportunity for a new client. Remember, most people are open to the occasional, friendly chat -he/she on the end of the line is probably thinking of you as a potential client too.
Now let’s look at a few places to network. Of course, there is always the obvious business groups such as your local Chamber of Commerce or Board of Trade. There are also networking clubs set up for that specific purpose such as the Durham Home Business Association. Have you considered community groups? Becoming active in charities and service clubs not only builds your personal profile, but puts you in touch with thousands of potential clients and let’s you feel good about giving back to the community.
Various agencies such as Big Brothers and Big Sisters, and even galleries, theatre groups and the local orchestra are looking for volunteers to serve on the Board of Directors and committees. Offer your time or your services – such experience will also extend your business acumen.
Perhaps the most important thing to remember about networking is that you are always doing it, even what you least expect it. Often family, friends and past clients are doing the job through word of mouth. Similarly, your suppliers might also send some business your way if you remember to give them a handful of cards and brochures the next time you cross paths. Aside from your professional qualifications and capabilities, networking is the best skill to master. It requires time and patience, but it is the least expensive and most accessible style of marketing for all business – big or small.
If you would like some advice on how your networking skills are benefiting your business, please do not hesitate to contact Betty Penny
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