I’m not a networker. Not naturally, anyway. And yet my practice and businesses grew significantly as a result of meeting new people.
Traditionally, networking meant going to meetings, shaking a lot of hands, making small talk and getting to know a lot of people, hoping someone might be interested in what you do.
It’s all about building a bigger list of contacts. And hoping you get lucky.
The good news is there is another option. You don’t need to go to a lot of meetings and shake a lot of hands. You don’t need a big network to be successful. You only need to connect with a few people.
If they’re the right people.
Call it Networking 2.0. Or, networking for people who hate networking.
What do I mean by “the right people”? I mean people who are influential in your niche or target market. They know a lot of people who might need your services, or can refer them.
The know a lot of the people you want to know and those people trust them.
Even one or two of the right people could help your practice blow up.
Okay, what do you do?
The first step is to identify them by “category”.
Ask yourself, “What kinds of people are already trusted by a large number of my ideal clients or prospects?”
You’ll probably come up with a list of professionals and business owners or executives, financial advisors, consultants, and others who regularly work with, advise, or sell to the people in your target market.
You might go through your client list and ask yourself who provided you with your last three referrals or introductions. What is their background, specialty, niche, or area of expertise?
Don’t limit yourself to professionals and business people, however. Some of your “regular” clients or contacts might be influential in your target market.
After you’ve identified some categories, the next step is to identify some “candidates”.
The first way to do that is to talk to your existing contacts and find out who they know. people who know you and your work. Tell them you want to expand your network and ask who they know who might be a good contact for you.
And then, ask if they will introduce you.
Yes, it can be that simple.
If they aren’t comfortable introducing you, or you’re not comfortable asking them to do it, tell them you’ll look up their contact info and ask if it’s okay for you to mention that you have a mutual connection.
How could they say no?
You can also find candidates yourself. Probably on social media. Yes, that’s harder to do because the “right people” don’t know you and are undoubtedly approached by an endless number of people who want to get to know them (and gain access to their network), so they’re skeptical and unlikely to help you anytime soon.
It will take some time and effort on your part. Even if you are introduced to them.
Okay, after you’ve identified some candidates, follow them, learn more about what they do and what they want, and when the time is right (don’t rush it), approach them.
Comment on one of their posts or on someone else’s post they replied to, mentioned, or shared.
Get on their radar and then provide value.
Value means helping them with ideas, information, introductions, endorsements, referrals, ratings and reviews, and your opinion on things that appear to be important to them.
Value means promoting their event, sharing their content, telling them about resources you’ve discovered that could benefit them or their clients, and possibly offering assistance with something they might need or want.
Again, don’t rush. Don’t do it immediately after you follow them. First, show them you appreciate what they do, and that you are a serious professional worth knowing.
And give it time.
Don’t expect overnight success. Even if someone they know and trust introduces or recommends you, or you’re able to help them with something important.
it’s going to take time for them to trust you enough to help you.
It will be worth it. Remember, you chose them because they’re one of the right people (for you). And remember, you don’t have to go to endless meetings.
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