10 Tips For Better Networking

Very few people truly understand what effective networking is and how to make it work for themselves and others. Many think that having a Linkedin profile and a Facebook profile is networking. Going to an occasional conference to hand out business cards with a shotgun strategy is networking.

I see Networking as the process of developing new relationships, activating existing relationships to generate new business opportunities, gain knowledge, share experience and help your network. The BIG word is "help"!

"It's not who you know, or who knows you. It's all about who and how many you have helped!"

Since creating the largest business network for international Danish business people, I have learned the power of helping and seeking the opportunity to help. My positive experience inspired my mantra "It's not whom you know, or who knows you. It's all about who and how many you have helped!".

"I'm a great believer in luck and I find the harder I work, the more I have of it."

Life is formed by coincidences (check Steve Jobs commencement speech on YouTube), activity and luck. How did you meet your spouse, get your job, get a tip about a good buy, joined a sports team, get a good sales lead, get the opportunity to help, a valuable introduction, etc.? I am sure it wasn't all by your own grand design. This is what networking is about, increasing the number of coincidences and luck via targeted activities. As Thomas Jefferson said, "I'm a great believer in luck and I find the harder I work, the more I have of it."

Here are my 10 tips for better networking

1. Update your Linkedin profile

These days new serious connections will check you out on Linkedin. Make sure your profile reflects who you are, your results and how you can create success for others! You can Google how to write a good resume. My two cents are the focus on your tagline - Make it interesting and bold. Make sure your profile picture is professional. No party/vacation pictures. A great tool to get honest and objective feedback is Photofeeler. I scored the top 5% in "Competent" and "Influential" but below average in "Likeable". So gotta work on my "smug" smile as one person noted.

2. Make introductions

When you meet new and existing contacts, ask them about their current business-related challenges. Then think creative while going through your contacts top-of-mind to see if there might be a match. If no one comes to mind then write down the challenge on a post-it. Keep the post-it visible on your desk for a couple of weeks, should a contact come to mind. You can also search Linkedin and offer to use Linkedin's introduction tool to make a digital introduction.

3. Arrange a lunch, dinner, event, coffee meet-up, etc.

Take your network offline and be a "connector" in your network. The easiest way to give other people opportunities is by making introductions and creating forums for people to meet. Your network will appreciate your initiatives, it'll make you more visible and you too will benefit from your initiatives.

Network when you don't need to!

4. Implement a "time budget" networking strategy

Networking requires effort and can sometimes be neglected due to a tight daily schedule or not feeling comfortable networking. In both cases it can be a great help to schedule in time for networking, both to get it done and to force yourself to do it! 

I often receive resumes from people asking me to "spam" my network with their resume because they have unexpectedly lost their job. First of all, a true networker would never make such a request and secondly, it is many times the same people who have turned down my invites to join networking events or requests to help others. I have a standard reply to these peoples' "spam" requests. "I am sorry but I cannot assist you in this matter. But I can offer you an advice to be better prepared next time; Network when you don't need to!".

Networking time budget:

• Make lunch plans with "x amount" of new contacts each month.
• Make lunch plans with "x amount" of existing contacts each month.
• Participate in "x amount" of network events each month.
• Call/email "x amount" of existing contacts each month.
• Send invitations to "x amount" of interesting people on Linkedin each month. Why is it important to connect with people you haven't met in person yet. Read my article "Who's Your Most Valuable Connections on Linkedin?"
• Check Linkedin "x amount" of times a week. This is your opportunity to be inspired, learn new opportunities and a chance to help people in your network.

People are more likely to do business with – or partner with – people whose company they enjoy

5. Ditch the sales pitch

Networking is, as I mentioned at the beginning of this article, the process of developing new relationships, activating existing relationships to generate new business opportunities, gain knowledge, share experience and help your network.

The idea is to get the conversation started. People are more likely to do business with – or partner with – people whose company they enjoy.

If a potential customer does ask you about your product or service, be ready with an easy description of your company (Google "Elevator pitch" to assist you in structuring your short description).

People ask these questions because they are easy, but NO ONE CARES about the answers, and they are just a big waste of time and creates absolutely no value!

6. Don't ask these conference questions

• When did you arrive?
• So, how's the conference going?
• Any good meetings?
• Yada yada yada etc.

People ask these questions because they are easy, but NO ONE CARES about the answers, and they are just a big waste of time and creates absolutely no value! When walking into a conference have three questions ready you would want to hear the answers to. The questions can be inspired by the conference theme, something of interest to other participants, etc. Trust me when I tell you, it is very difficult not to be a bore and not ask one of the above after "How are you?". Test yourself at your next conference...

What do you like to do in your spare time?

7. Share your passion

Win people over with your enthusiasm. Leave a lasting impression by telling a story about why you were inspired to start your company, join your employer or join the industry your in. Let people into your world by sharing what you are passionate about in your spare time. Talking about what you enjoy is often contagious, too. One of my favorite questions is "What do you like to do in your spare time?". When you get other people to share their passion, it creates a memorable two-way conversation. Read my article "Be A Better Networker By Sharing Your Passion!" for more details and a list of great questions to ask.

8. The Bar Serves More Than Drinks!

When attending a conference the bar should be scheduled into your calendar. Because the bar also serves opportunities and the unique chance to really connect with people. Be sure to plan your workload during a conference, to avoid having to work all evening and missing out on "free" opportunities, industry insights, introductions and strengthening current connections. Cheers!

The picture in this article is from one of my bar meet-ups!

9. Always, Always, Always Follow Up

Let's not forget our post-networking manners. Always remember to follow up with minimum a short note "Nice to meet you... Please do not hesitate to contact me if there is anything I can assist with". You'll solidify your status as a professional via this practice, and the recipients will remember you more than most of the other people whom they may have chatted with the day before. One chat near the bar does not make a business relationship. You have to cultivate the relationship, and a message about what a pleasure it was to meet a person is the perfect way to continue. Note: Remember to comment on their spare time passions.

10. Become known as a powerful resource for others

When you are known as a strong resource, people remember to turn to you for suggestions, ideas, names of other people, etc. This keeps you visible to them and strengthens your personal brand. Here on Linkedin it's easy to share helpful articles (remember shortly describe why you feel its helpful), do short posts or write articles like this one about things you are an expert in - Or you want to give the perception that you are :-) Note: Every tweet you send, every status update you make, every picture you share, contributes to your personal brand!

Bonus tip - Always leave people with more than they expected ;-)

11. Recommend a good Linkedin contact

Write a recommendation for a colleague, former colleague or business contact whom you appreciate. This is a great way to show how much you value the relationship. A public recommendation like this means much more than sending them flowers, wine and/or a handwritten card (not that you shouldn't). The recommendation will last much longer, strengthen your relationship and be a constant reminder of you when they scroll through their Linkedin profile. Note: The Best Way to get recommendations is to write them for others. Get some tips here on how to write a recommendation...

These are clearly just a few of many networking tips. Please share your tips or comments.

Happy Networking,

Jesper Løvendahl

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