What’s the point of networking?

Each month at my local business mums networking event in Stafford we open up a topic of business to learn, share and sometimes hear from guest speakers too.

This month we talked about our experiences of networking, what’s worked well and what hasn’t, and I shared my 3 C’s of Networking.

What’s the point of networking? Tell you what it isn’t. It isn’t about Cards. Sorry but there’s no prize for the person who collects the most cards or dishes them out like confetti.

If you want to use networking as an effective strategy to grow your business, here are the three C’s you need to know about networking.

Networking is about Communicating – which involves listening as well as speaking. Yes, it’s important that you know how to communicate clearly about what you do (see my earlier post on 60 second introductions for more details about how to communicate your message) but that’s only half the story. One common mistake even some seasoned networkers make in conversation is to leap into sales mode. We do want to grow our business after all, and especially when we recognize someone we think we can help, we can jump in a bit too eagerly – we’ve all done that right? Or is it just me? Taking the time to listen and being genuinely interested in getting to know them shows someone you value them, not just their pocket, and it allows you to learn more about what they value. Not only can this lead to some surprising connections, but when you do talk about your business, you will be able to relate what you say on a much more meaningful way.

Networking is about Connecting. If you view each networking contact as simply a sales opportunity, not only do you run the risk of putting people off, you’re also not seeing the bigger picture. One story I picked up from my days of breakfast networking was of a director who dismissed telling a cleaner about his business, saying “Oh you won’t be able to help me.” When it came to his 60 second speech, he named the person he would most like an introduction to, and this turned out to be not only a client of the cleaner’s but also a personal friend. The lesson of that story? Networking isn’t just about who you know and meet, it’s who they know and meet. And be nice.

Networking is about Community. The value of networking is far greater than simply passing around referrals and introductions. When you develop relationships that go beyond the initial meeting – through personal follow ups, 1-1 meetings, being part of a regular group, developing friendships and inviting others to join the community – that’s when the peer support, sharing of ideas, inspiration, masterminding and partnerships develop, and I find that adds a massive value to me personally, professionally and profitably.

So these are my 3 C’s of networking. If you’re going to invest your time and energy in networking to grow your business, focus on effective communication, making connections and building community.

Oh and in case you’re wondering, I do think business cards are useful, especially when you have a memory like mine! They are great to help you keep in touch and develop those relationships, just not to replace them.

What do you think? What are your experiences of networking? I’d love to read your thoughts, good and bad, in the comments box below.

  • Naomi

    I love networking but it is important I think to find the right group for you. I am also a big fan of making connections with like minded people outside of a networking group and doing informal coffees and lunches so that the experience is much more intimate and ideas can be swapped.

    • You’re so right Naomi, I’ve met some people who have said that they went to one group and decided networking wasn’t for them – while personalities, styles, structure and formality vary so much from group to group. I also love the (sometimes surprising) ideas, connections and friendships that come out of doing coffee and lunch with a contact – whether from a group or outside of a group – maybe we should book one next time I’m in London… or if you find yourself in Stafford!

  • Great post Grace, thank you. I have found networking to be invaluable for my business. Not just for business referrals, but for a fantastic support network too. It can be lonely working for yourself so networking is a fantastic way to have a ‘team’ around you.

  • Anonymous

    Grace,
    You are absolutely spot on when it comes to the benefits of networking. Even though I have coaching and consulting clients from all over the world and the rest of my business comes from meeting planners looking for a communication speaker, I still network locally as a way to stay in touch with my community and to help the local folks where I can.

    I also personally enjoy getting out of the house and putting on “work” clothes that don’t involve my seats and a ponytail!

    But mostly, I do it for selfish reasons. I often need help with different aspects of my world; for example when I needed a professional organizer for my office, I found her in my group. When it was time for me to choose a dentist for my family, I chose someone I met in my group. I know these people are good because I meet with them weekly and have had an opportunity to get to know them.

    It’s a wonderful situation for all of us!

    Thanks for pointing it out. I think too many people focus on finding all the bells and whistles of the Internet when they have a wealth of potential clients as well as resources right out their front doors.

  • Gail

    Great post Grace. Networking is definitely all about having conversations; listening more and speaking less. I love connecting with people and helping others learn how to make a success of themselves through face to face networking. Because networking is a huge passion of mine I have written a handy guide called Making Connections – How to Network Effectively to Build Better Business Relationships available via Amazon or The Book Depository.

    • Yes networking is a powerful way to connect and build relationships – and thinking about it in terms of conversations makes it feel more natural too, as well as being effective. Thanks for stopping by and sharing your comments and your book Gail. Great to meet a fellow connector 🙂

  • Kevin

    I love your point about never dismissing anyone I see people do it and miss out on great connections all the time

    • Absolutely, keep an open mind, as some of the greatest connections are not always the most obvious to begin with. Thanks Kevin, appreciate your comment!

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