You can call me the Social Sweetheart now, but when I started my own business, Motivational Steps in 2001 you would probably not even have called me! I had no idea what networking was, let alone how to do it.
I founded my business when I returned to school for a year after two diagnoses of breast cancer, I heard a motivational speaker and that inspired me to become one myself. The first year was easy, whilst I completed my years course the teachers very kindly offered my speaking services to most of the schools in Waterloo Region. So, when I was on my own so to speak at the end of that year, how was I to know no one knew who I was and no one would engage me to speak.
After discovering the local Chamber of Commerce I trundled along to one of their meetings as a guest and had complete confidence in myself. As I balanced a drink and a plate in the two hands I owned, I realised I had no way of getting my business cards out of my jacket pocket. I cleverly disposed of my drink and food which gave me chance to work the room as they say. Back in those days my prime intention was to educate everyone on the benefits of leading a healthy lifestyle and how I could motivate the audience.
Silly me, I had no idea what I was doing, little did I know that not everyone was interested in health and wellness, but it was more about making more dollars. Worse of all I had no idea people did business with people they liked and trusted. I had a lot to learn.
Once I worked out I was doing it wrong I began to research successful people in my line of business and also in the corporate world. This was the beginning of the rest of my life and I can definitely state that it has paid off big time for me.
Networking is no different than making friends at school, whether it is Grade school or High School or College, you want to fit in, you may want to be the most liked student, the cleverest, or the one people look up to. You build relationships with the people you want to get to know, you find out who they are, how you can help them, you remember things about them, and you email them, phone them, send thank you cards, invite them out for coffee. Being seen to be seen means you are consistent and people remember you.
I don’t find networking hard work, in fact it is something I am good at, passionate about and love to do. But only after I discovered what worked for me, how to do it properly, and more importantly, once I realised it wasn’t about me.
What I discovered once I got into the swing of networking was most people felt the same as me, at some time, everyone had to start somewhere. You can fake it until you make it as I like to say, but learning the art of networking is definitely the way to your continued success.
A couple of things that worked for me and still do, and might work for you are:
- I built my brand and at least some credibility before I began to network in earnest. I practised at small events and when I was ready I made my big debut and passed with flying colours.
- When I am introduced to people I always steer the conversation over to them. My goal is to find out as much as possible about them, that way I know how, or if I can help them. You can’t sell to someone if you don’t know what they need.
- After networking events I meet with at least 3 of the attendees for coffee as soon as possible. I became a small business owner to help people, and my intention has never wavered in that sense. I soon discovered everyone needs help, whether in the form of an introduction, mentorship or a referral.
- I keep in touch with my connections, via email, phone, thank you cards or social media. You can’t build a relationship, let alone a trusted one, without taking the time to get to know the other person.
- When I attend networking events I do my best to know who is attending and I always learn something from the successful people who have already build their business.
Whether we are networking or learning a new trade such as becoming an electrician, there is always a period when you are an apprentice, but when you graduate boy does it feel good!
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