marketing+sales: Intentional Networking
To attract more success in business, you don't have to network more; you just have to network more intentionally. This means becoming more focused, engaging, trusted and memorable. And not necessarily with more people, but with "your people"—the people who naturally bring the most value into your world. Networking success boils down to nine critical steps. Derived from Patti DeNucci's book, "The Intentional Networker: Attracting Powerful Relationships, Referrals & Results in Business," they are presented below.
1. Know yourself. It is not selfish or narcissistic to practice self-awareness. This involves knowing your strengths, weaknesses, beliefs, passions, preferences and traits. Knowing yourself is a key component to creating success and building connections. It breeds authenticity, enthusiasm and discernment, which helps others see and "get" the real you more readily.
2. Know what you want. If you are vague, ambivalent or scattered, or unsure of your vision, intention and goals, then you are likely drifting along, preserving the status quo, and you may be invisible to others. Clarity and focus go a long way toward helping you become more memorable, which in turn means others are clearer and more focused on how to help you.
3. Show up in alignment with the above two points. Everything about you, from your attitude and appearance to your correspondence and conversation, gives off messages. What's more, you have mere seconds to make a first impression. If your image doesn't line up with whom you say you are and what you aspire to, it can result in confusion, disengagement and distrust. Be sure everything associated with you and your career or business is congruent with who you are and what you want.
4. Focus on quality, not quantity. Rather than adding more people to your network, invest some time identifying your most valuable connections—the ones who not only bring you referrals and opportunities, but also provide you with valuable insights, information and support. The same goes for your networking activities. Which ones bring energy, value and results to your career or business? Compile a list of the traits that make these top people and events valuable to you. Note how you originally met or heard about them. This information will help you recognize and attract more of the same.
5. Say no with grace. Once you identify your top contacts and networking activities, you'll start to see who and what no longer serve you. It will be easier to prioritize, which is crucial to your networking efficiency and success. Determine who and what needs to be edited out (or given less attention). Gradually—and graciously—back away from those who drag, drain and disenable you.
6. Focus on your best connections. Stay in touch with your best connections. Spend a few minutes each day sending friendly, helpful, grateful, congratulatory or supportive notes to your valued connections. Set up one or two weekly strategic coffee or lunch dates. Attend a few targeted business or association events every month.
7. Stand out in the crowd. You never know where or when an important conversation will take place, when an opportunity will arise, or when you will run into a valued colleague or customer. Be ready, alert and aware. Live your brand and allow it to guide how you show up and conduct yourself. Show genuine interest in other people by being the first to say "hello," offering a professional handshake and engaging in friendly conversation. Ask questions that show interest. Then, take the time to actively listen to what others have to say.
8. Give first. This isn't about giving away your expertise or your time. It's about offering a positive attitude and a willingness to listen and offer ideas. This will separate you from people who focus only on themselves. It's okay to be purposeful and focused on what you're seeking, but sincere acts of generosity are rare and endearing.
9. Reap your reward. Thoughtfully, concisely, and most of all humbly (and without assumption) educate others on what you're seeking and what constitutes good opportunities and referrals for you. If you are generous in giving to others, help them respond in kind.
Copyright © 2013 by Patti DeNucci & Ed Rigsbee
By Patti DeNucci and Ed Rigsbee, CAE, CSP
Patti DeNucci is a business networking and referral attraction expert, professional speaker and award-winning author of "The Intentional Networker: Attracting Powerful Relationships, Referrals & Results in Business." She is a founding board member and current president of the Austin chapter of the National Speakers Association. For more information, visit www.IntentionalNetworker.com or email Patti@IntentionalNetworker.com.
Ed Rigsbee, CAE, CSP, is the author of several books and more than 2,000 articles on business growth through collaboration and strategic alliance development. He travels internationally lecturing on the topic and helps organizations to reach farther through alliance relationships. For more information, visit www.rigsbee.com.
- People:
- Ed Rigsbee
- Patti DeNucci