Networking: Not an activity, it’s a mindset.

Often times people say with a sigh, “I have to get out and do some networking.” The reality is that networking can’t be something you do occasionally or feverishly for one month, it has to be the way you operate. Like any successful part of peoples’ lives you have put time and thought into it. For example, social networking tools like LinkedIn are only powerful when you invest a significant amount of effort. Your daily goal should be to make new connections that will drive business and to use the network to learn and to convey how you can help others. People respond in kind. It’s better to give than receive. But if you don’t agree with that, just follow the “seed principle”. You reap what you sow, so… sow frequently. And thoughtfully.

Avoid taking on too many social networking tools at once. Dive into one. And then, live in it. Learn from experts on how to best utilize it. Ask the question, “Who’s benefiting most from this?” And then, “How do they use it?” Then figure out how to use multiple tools and how they complement one another.

Many folks think that networking groups are the way to go. Truly they can be helpful but they can’t be the “end all, be all” of your networking repertoire. Don’t bite off more than you can chew. You need to choose your groups wisely. Shop around. And focus on the quality of the participation instead of numbers of people you’ll meet. After all, you’re not playing the game “whoever collects the most business cards wins”. You’re trying to establish mutually beneficial relationships that will drive personal fulfillment and business success.

When you are doing business (over the phone, or out and about) each person you meet is a potential lead or someone that could be the other member of a win/win business relationship. However, introductions without taking the next steps, forging relationships, won’t get you very far. Ask people questions to learn what they do (remember that people will respond in kind) and be ready to share what you do and how knowing each other will be advantageous. Follow up is paramount and defining the next step and executing it is key. This is your opportunity to start a relationship, to figure out why knowing each other and staying connected makes sense, to begin the most important part of any business partnership, trust.

Networking is an art really. And it’s a skill. That you shape and tweak. Examine how well the things you do work. When they work, repeat them. Write down whom you’d like to meet. Think outside the proverbial box. Consider how important it would be to meet people other than you’re next customer. For instance, referral sources have to be diverse and abundant. Perhaps you want to meet people like; potential mentors, competitors, business development contacts in a non-competing industry (that you can share contacts with), professionals for informational interviews (to guide you on your career path), potential clients (to conduct market research)… the list goes on. Networking isn’t something for the “to do” list. But rather, it should be on your “you do” list.