Networking – Why It’s Not Working for You

Do you consistently get up in the morning drive through the bottleneck of traffic to get to those morning networking meetings and wonder why you’re making the effort? Week in and week out, millions of business owners make the effort to keep their networking commitments so they have a crack at getting more referrals.

So, why then is networking not working? My answer is simple. Many business owners don’t have a system in place to leverage their networking. Their time, effort and money spirals down the drain because they lack follow up.

Instead of returning to your office, checking the email, and losing that business card in a graveyard box of business cards, continue connecting with your new acquaintance. Here are some basic tips to get the most out of your follow up system:
• Connect on social media within two days of meeting them. Personalize your message to them when asking them to connect perhaps even reminding them where you met. When you add this step, watch as your network expands exponentially.
• Maximize your social media groups. If you are both are graduates of the same university, invite them to the alumni association group on LinkedIn if they are not already part of it. When you have a common interest, it’s easier to cultivate the relationship with your new acquaintance.
• Invite your new network friend to a one-on-one. If they would make a good referral partner (that is, you both share the same target market but are not competitors) continue the conversation offline and invite them to meet for coffee. It’s a great way to nurture the relationship and continue the connection.
• Utilize technology. Smart phone applications have made adding people to your database even easier. With a quick picture or scan of the business card, you can input your new contact’s information directly into your database. Haven’t upgraded to a smart phone yet? No problem. Create follow up letters and procedures that your assistant can execute for you.
• Stay in touch. Regularly cultivate your relationship by sending articles of interest, calling them, or inviting them to other networking events. When you can stay in touch while adding value to your network, you will stay top of mind for referrals. Include regular touch points to your referral partners and sources.

Creating a network follow up system isn’t hard. For most businesses, it takes small adjustments to your internal system to reap long-term dividends. Once you think through your referral system, there is no limit to how you can tap into your growing list of contacts and get a flood of new referrals.