Coaching Articles

Networkers -- Start Your Engines
--Achieving your greatest success through personal and professional contacts.
By Tracy Stevens, MCC

We have heard the term Networking, we have even practiced it a bit. So why it is that very few people are “Master Networkers”? The term “Networking” is used a lot and some may even say overused. For the purpose of this tip we will define Networking as the interaction between individuals and organizations where we share what we do with each other for the purpose of increasing awareness of our mutual businesses.

Networking is all about Relationships. The stronger our relationships are with other, the stronger our network becomes. Consider the triple braided cord. A triple braided cord is stronger than a single stand of rope. When we talk about Networking we are developing the triple braided cord. The combination of Relationships, Purpose and Goals make up each of the strands of the triple braided cord. Each supports the other to make it stronger. Think about how Relationships are built. First, we meet someone, shake their hand, and make eye contact and smile. Second we identify our reason for meeting them, or for attending the event and thirdly, we establish our objective for meeting them. When we are clear about the threads of the triple braided cord, we are stronger and much more effective in utilizing networking skills to expand our businesses.

To develop your networking skills and techniques, you will need both the tools of networking and a strong sense of purpose.

Below is a list of Networking Tools and the Benefits of Expanding your Network.

10 Tools for Networking:

  1. Attitude – bring only the best
  2. Business Cards – your single most important tool. Give them out freely.
  3. Business Card Holder – Show respect for your cards and others will do the same. Take time to look at the business cards of others. Think about someone you know who could benefit from the services being offered.
  4. Catchphrase – This is a call to action that is shared with others through your business card, collateral material, or e-mail, to mention only a few sources.
  5. Handshake – A strong, firm handshake creates trust and confidence in you.
  6. Smile – Creates a first impression. When meeting face to face, you don’t want to offend people with your breath. Bring along some type of breath freshener or mint.
  7. Phone – Your phone should be of high quality and have a headset. To be a Master Networker, you will be placing many calls and don’t want to get a stiff neck or back.
  8. Calendar - What ever calendar system you use, be sure you to include the contact’s name, phone number and the location of your meeting.
  9. Website – Using a website as an electronic brochure & advertising tool has become table stakes! A one page professional website is more beneficial than a multiple page casually designed site. Be sure it is a reflection of you and the image you wish to project.
  10. e-mail – The communication tool of professionals. When writing e-mail messages, be sure to run spell check and write in complete sentences. This is a wonderful tool when used as a professional tool.
Top 10 Benefits for Network Expansion
  1. Increase visibility of your business.
  2. Name recognition.
  3. Referrals vs. Cold Calls
  4. Increase Market Knowledge
  5. Expanding Business Opportunities.
  6. Build a Personal Sales Force
  7. Helping other helps ourselves
  8. Refine your sales pitch
  9. New Opportunities
  10. Get ahead of Your Competition