Networking Effectively Part 4: Connect, respect, and refer

To start with, let's look at some connection types:

Casual:
Casual networking can happen anywhere, any time, and for any reason. It is the sort of thing that is spontaneous, usually based on recommendations from friends, and is normally just a matter of being in the right place at the right time.

These types of referrals are based on personal feelings more than anything else. They are better than trying to run down new sales, but they are not normally the highest quality referrals. That will depend on the person you're dealing with, but overall, people think they're doing you a favor by simply sending you work. They forget to think about the payment end of things. Or just what a nuisance their brother-in-law can really be. These tend to be haphazard things that many people consider an extra, rather than a regular part of doing business. That's a mistake. If you can get to the point where you are selective about which jobs you accept this can be a lucrative source of extra business for you.

Directed/Personal:
Still on the seemingly casual side, this is a more deliberateform of networking. It involves being aware of the opportunities involved in making sure people know what you do and have the kind of thinking that will encourage them to send you business.The person who uses this type of networking is usually known for their contacts, but not in an overt way. They'll often be the ones you hear people talk about when they say "I don't know. Ask Chris. Chris usually knows who to go to..."

This is the person who has made the decision to take the first step and make the referrals to good businesses. They have learned to listen well and identify those businesses. And they treat others with respect and genuine concern for their well being.

Planned/ Personal:
This is the most profitable aspect of personal networking. It is also surprisingly easy to do. The idea here is to make sure that you have a conscious and active plan to make new contacts each week.Do things that get you out and around new groups of people. Make yourself accessible to them. And remember the basics. Keep in mind that your circle of acquaintances is not necessarily limited to the people you know now.

That last is an obvious statement, but it's one that people forget. If you make a real effort to be helpful or pleasant to people you don't know, they will likely return the favor, and will certainly be more receptive to getting to know you better. You know that already, but do you use that idea to widen your circle of contacts deliberately ?

What kinds of activities are the best for this ? Anything that will put you in a setting where you get a chance to talk with new people.

Some suggestions :

•Attending trade shows
•Taking adult education classes
•Frequenting new businesses
•Attending parties
•Attending charity functions
•Joining a gym/health club
•Joining community organizations
•Rotary/Kiwanis/Lions Clubs
•Going to different restaurants
•Chamber of Commerce meetings

While at these places, keep in mind that you have a purpose of your own in addition to participation in the groups activities. Meeting people who can help you to get more business. The way to do that is to help them get more business.

As you can see, there are an enormous number of ways to connect on a personal basis. The next post, we'll delve into the professional side of things!