Is your net-working not working? The 10 Commandments for profitable networking

By Mike Holman, executive director, BNI

Commandment 1

Have your networking tools with you at all times

What do you need for any event you go to? Business cards, your calendar, pen. What you don’t need is lots of literature about your business, why? Because you are not there to sell to anyone. The outcome you want is a follow up coffee!

Commandment 2

Set a goal for the number of people you will meet

It is easy to get distracted at networking events by talking with colleagues and familiar faces. So stay focussed by setting yourself a goal before you arrive.

Commandment 3

Act like a host, not like a guest

Often we are hesitant at networking events approaching new people. If this is you then imagine it is your event and begin acting like the host. This made a huge difference to me in my early networking days. Although I was a nervous networker I would look for someone stood on their own and try to make them feel welcome and engaged.

Commandment 4

Listen and ask the five ‘W’ questions: Who, What, Where, When and Why

Showing a genuine interest in other people’s business is a great way to build relationships at networking events. By asking the five ‘W’ questions ensures the person has a chance to express themselves.

Commandment 5

Connect people

Genuinely try to help people meet contacts they want to meet from your network. As you become more proficient at this you will be renowned for being an influencer and a ‘go to’ person.

Commandment 6

Describe the ‘benefits’ of your product or service

Would you rather meet an Accountant or someone who could help you save a fortune on tax? When asked the question ‘what do you do?’ resist telling people ‘who you are’, tell them what you do for your clients, meaning what are the benefits of your products or services.

Commandment 7

Ask for 2 business cards from people you meet

Why 2? One for yourself and explain that you would like a second one so you can pass it on to someone else who may be a great contact for them.

Commandment 8

Spend 10 minutes or less with each person you meet

If you honour your commitment from commandment 2 the chances are you will have a number of people to meet and limited time. Don’t spend time trying to close a deal when you meet people, if you think they could be a great contact then look to arrange to have coffee at a later date.

Commandment 9

Write comments on the back of people’s business cards

Always record small snippets of information from your conversation. Recording information of what their needs are, when to call or simply detail of hobbies will really help when following up re-engage with the contact.

Commandment 10

Follow up with the people you meet

So many people who spend untold hours networking fail simply because their follow up was appalling. Good follow up is the lifeblood of good networking.

 

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