10 Tips to Help You Circulate and Make Impactful Professional Connections   

It’s always a good time to give your networking engines a boost.  Great networking is the dynamic fuel that drives all business relationships, and ultimately the success of your business. Whether you work in a high-powered, busy office full of people or you are out on your own, networking is what can make or break the race to reach your career goals.

Like any other endeavor, networking just takes practice and persistence. It also takes time and thought to direct your energies to sources that will help you to the finish line and well beyond; you can’t just “phone it in,” and thoughtful networking is not just a matter of schmoozing. But the rewards for investing the time and effort into targeted networking can be huge, not just for your business, but also for your personal life and career satisfaction.

As you are driving along the corporate track, calendar some time each week to focus on your networking plans and research for the next month or so. And keep this simple guideline handy to maximize successful networking in order to grow your business and expand your network.  

1. Seek Out the Person with Authority to Give You the Work!  When you are arranging a meeting with a potential client or customer, be sure you are meeting with the person who has the authority to give you the work.  So many times, we meet with people in the company who may be receptive to the product or services you are offering, but do not have the actual power to refer business to you.

2. Start Early, but Remember: it’s Never Too Late to Start!  No matter what your age, when you enter the workforce, make sure to keep networking uppermost in your mind. As soon as possible, join organizations that have potential clients as members and leaders.

3. Get Involved!  Be sure that you get involved in organizations and events that you enjoy.  And don’t just go to meetings — volunteer for a committee or project that will help you get to know others in the organization and expand your network.  When you bond over a task with others, trust develops, and trust is the number one element of successful networking.

4. Go Early to Events and Stay Late! You will be surprised at how short chats before and after presentations or other events can connect you to potential clients. Maximize your return at events by going early and staying a few minutes afterward to catch up with other attendees.  Remember that you can’t attend every event, but be sure to go to the ones that you believe will benefit your efforts.

5. Do Your Homework in Advance! Before the event or meeting, find out who will be attending.  Then target potential clients whom you would like to meet there.  Determine what you want to get out of the meeting: do you want to meet a new customer, reconnect with a former client, or support a current customer?  Do your homework well ahead of time.  The internet, LinkedIn and other people in your network are good resources for information.

6. Make Introductions! If you are on your own at an event, look for someone else who is on their own, and strike up a conversation.  Introduce yourself, and ask easy questions:  their name, their company, what they do for the company, how they are associated with the event or organization, where they live, and how long they have been with the company.  You’ll be surprised how simple questions like these can lead to full-blown conversations and common business associations.  Ask if they know another attendee; if not, offer to introduce them to one—and do it!  Remember that everyone else is not thinking about you—they are thinking about themselves and how they can network.  Also, make sure to say positive things in the introductions:  “I’d like to you meet Chelsea Brown.  She is a fabulous architect, and we have worked together for many years.  And this is Marissa Smith, she’s a terrific developer with MS Development.”

7. Thank you Notes! Write them.  Always write thank you notes, regardless of whether you are GenX,  Millennial, or Boomer.  They are powerful, and many people (of all generations) attest to the business they have received simply by writing a simple thank you note.

8. Follow up! It takes about twelve “touches” to solidify a business relationship. Send emails and articles of interest regarding something you have talked about with your target client.  This practice keeps you on their radar, is greatly appreciated, and keeps generating the connections that ultimately help develop a trusting business relationship.  Keep track, and calendar reminders to yourself to reach out.

9. Be You! Be authentic.  Don’t identify yourself only by your job or career position.  Let people know that you have outside interests and talents.  You will be surprised at the connections people can make from topics like these, and little details make you memorable.  So talk about your family, and ask about theirs.  Discuss your musical interests, your recent travels, and your favorite restaurant. It not only opens the door for wonderful conversation, it lets people know who you are.

10. Serendipity! You never know where a referral will come from, and as time passes, you will bond and grow with business contacts you met early on.  If serendipity takes a while, don’t get discouraged…it takes many touches to gain the trust and interests of others.  And, when you least expect it, you will be surprised by a great referral!

Recently, I spoke at a conference, and received a thank you note from an attendee.  Thinking it was terrific of her to reach out, I called her.  We made plans for lunch with another business friend of hers, and had a great time.  It resulted in business referrals, as well as other great connections for all of us!  A presentation, a thank you note, a call, and a lunch — the result?  Great business, excellent resources and new friends!  That’s how effective networking works.

Successful networking is simply a matter of doing your homework, practicing, checking your list before taking off, staying in the networking driver’s seat, and cruising over the finish line to win the business trophy of your choice!