1. What’s in it for me?
Clearly define what you want and expect. Anyone who is networking, or considering it, is doing it for a reason. So, the first thing is define your purpose in networking. Are you seeking out new business, looking to build referral relationships for business, making connections to get better known, to enhance your reputation, or perhaps to make strategic alliance connections? You may also be networking to meet new people in the community, to help a charitable organization, to make friends, or just for fun. There are two important points here.

a. Clearly defining your purpose will help you choose which groups or events to attend and will help you decide on what approach (value propositions) to use.

b. Different people are networking for many different reasons. Being open to listening to what they want will help you connect with them more effectively and they will in turn be more open to helping you – The Law of Reciprocity. Network with a goal in mind and make sure your efforts are moving you in the right direction. And remember that if you help others reach their goals they will help you reach yours. 

2. Create a compelling value proposition
When networking, many people spend a majority of their time talking about their own products, services, organizations, or needs. And let’s face it, for the most part the person you are talking to is thinking, Don’t care...Don’t care...Don’t care! You may have heard the John Maxwell quote, “people don’t care what you know until they know how much you care.” An effective value proposition conveys your understanding of another person’s problem, challenge, or concern. Simply stated, a value proposition is a solutions-based statement of the problem, concern, or challenge others face and how to resolve it.

Example: SALES APPROACH VS. VALUE PROPOSITION

a. Alarm sales Rep1: “Hi I am Security Bob and I provided security systems, cameras, keyless entry systems for homes and businesses. We have a special today for...”  sound familiar?

b. Alarm sales Rep2: “Did you see on the news where that family’s home was broken into yesterday and just before the kids got home from school? Those can kind of things can really make you think “have I done everything I can do to protect my family?” That’s really why I do what I do. I provide both piece of mind and protection for families from intrusion, fire, or break-in in the home.”
Do these approaches have a different affects when you read them? The better you know your audience or the person with whom you are talking the better value propositions you can create and the more effective you will be as a networker.

3. Be visible...be the expert
Ivan Misner, founder of BNI stated it this way  “visibility + credibility = profitability.” Becoming visible, credible, and profitable takes a certain skill set. Things like participating in monthly mixers hosted by your local chamber of commerce or entrepreneurs network, writing a regular column in your local newspaper or community magazine, or sponsoring a charity event are a few things that make you visible. See some great tips on becoming more visible at www.spacecoastentrepreneurs.com.
As you become more and more visible in your business community, you’ll develop credibility (if you use value propositions and learn to communicate effectively). People will then recognize that you’re here for the long haul, and you’ll begin to receive quality referrals. So look for opportunities to make yourself more visible. 

4. Get out of your comfort zone.
Great networkers (and successful people) are made not born. Be willing to step out of your comfort zone and look for opportunities to learn and grow. You will benefit from networking with people from a variety of groups, backgrounds, or points of view. And remember that you may not sell to the people with whom you network but you can sell through them by building referral relationships. You can continue to do what you have always done and get the same results or you can do what it takes to get where you want to go.

5. Got High Tech? (Don’t lose High Touch)
Hi tech is here... now networking on Facebook, LinkedIn, Twitter, MySpace, Plaxo ... With more and more people utilizing social networking, it is more important than ever to have a plan on how you can network effectively. The online tools have opened new networks and opportunities but they have also created new challenges. Be aware that high tech (online tools, email, etc.) without high touch (interpersonal skills) is a formula for failure for many businesses. Learn when to use online tools, when to send a letter, and when to just pick up the phone. Additional webinars and workshops on high tech with high touch at www.SpaceCoastEntrepreneurs.com.