If you can accept “Networking is about meeting new people and developing some level of relationship where you can help each other,” then I would like you to consider that networking involves the deliberate acts of Presenting, Connecting and Engaging.
Let me explain what I mean by these three networking acts and why they are important to your network and you:
The way you Present yourself while networking is much more than the way you look. Yes, appearance is important. We need to make sure we are presentable, with a clean shirt and combed hair (what we have), fully and appropriately dressed for where we are and what we are doing at the time.
Beyond appearance, proper presentation includes how we approach a new connection, the topics we’ll get into and whether or not we make the discussions predominately about our new connection or not. Presentation includes meeting a new connection with a smile, hand extended to shake, we open the conversation up with enjoyable questions and listen intently to what our new connection has to share, as we continue to make the conversation all about our new connection. We like to get to know and help people who present themselves in a friendly and approachable manner.
Connecting refers to our eagerness to extend the connection beyond the networking event. Often what happens when people are networking is they categorize the new people they meet into groups, such as “Prospect”, “Influencer” or “No-Value.” They follow up with the ones they categorized as “Prospects” and maybe get back to “Influencers” and often ignore the “No-Value” contacts. This connection categorization is very damaging to our network. I agree that our sales funnel needs to have the opportunities categorized. However, our networks of people do not need to be categorized in this manner. We have no idea which of our new connections could be prospects or powerful influencers. Better yet, some of these contacts could become great connection points to other fantastic people who could be fabulous prospects or influencers. For this reason we need to connect after the event with everyone we met there. This could include, but not limited to, LinkedIn, Twitter and Google+.
Engaging is one of the most underused practices of networking. Engaging beyond the networking event starts immediately afterwards, the afternoon for a morning meeting or the next morning after an afternoon meeting. Engaging can include a variety of activities. A follow up email message continuing the conversation, or asking for a meeting to continue the discussion. A phone call may be appropriate, depending on the relevance and expectations of our new contact. If possible, view their LinkedIn profile and send a connection request. Engaging can also include helping our new contact with another new connection or information that they may have asked for. Engaging is a vital networking action.
Too often I meet people at networking events who fail to think through these deliberate networking activities. You will absolutely differentiate yourself above and beyond every other networker if you adopt these activities into your networking style.
Proper Presentation, Connection and Engagement with our growing network will increase relationships and provide the greatest opportunity for our network to think of us first when they or another person they know may need our help, products or services.
If you want to learn more Social Media Skills read my book Success using Social Media.
If you need coaching on LinkedIn so that you can better Present, Connect & Engage, consider my LinkedIn Coaching Program.
* This post was written by Career Confidential LinkedIn Expert Teddy Burriss of Burriss Consulting, Inc. Follow Teddy Burriss on LinkedIn, Twitter or Facebook to learn more about his Social Media Coaching and Career Transition services.