All The Gear and No Idea  

Networking has changed the face of business. Why? Because it brings focus, organisation, personal relations and results to an otherwise chaotic mass of information and activity. We need it to function in today's world. Old methods are out because they don't work well anymore.
Networking is essential but more essential is recognising that it is about collaboration. It’s about learning how to apply emotional intelligence; connecting with other people in a way that allows everyone to win.
Networkers are everywhere, some with all the gear but no idea. Here are three glaring networking faux pas. Don’t make the same mistake.

1. Not following through
The number one trait of a good networker is following through to the end and in a timely manner. You wouldn’t hesitate to follow a rainbow if you knew there was a pot of gold was at the end, well wouldn’t you? Yet I hear countless stories of people not responding in a timely manner to a referral, where someone has gone out of their way to refer a contact that could mean business. Referrals are that pot of gold! I heard a story just the other day of a Florist who ‘didn’t have the time’ to respond to a couple of messages left by a member in his networking group. What he didn’t know what that his friend had made contact with the company at the top of his ‘chicken list’. A company he longed to do business with but was too afraid to make the call to. An appointment had been set to meet, where his contact was going to make a personal introduction. When his response never came the meeting was cancelled and he missed his chance. More importantly his networking colleague is unlikely to go out of his way to help him again.
Treating each of your networking partners as one of your best clients is critical. Return phone calls in a timely manner it speaks volumes about your professionalism, reliability and credibility.
There are countless examples of people receiving referrals at networking groups and then contacting the referral a few days later. The old phrase, "If you snooze, you lose," springs to mind. If the referral knows you had their name and number on Monday and took your time calling, it sends a negative message about your business.

2. Confusing networking with direct selling
At a conference a few months back a man came up to me, he sold gloves. All types of gloves, fashion, work wear, sports the whole range and he carried a box of samples with him. He proceeded to show me all the samples, offering advice on what would personally suit me. After a few minutes he noticed the glazed expression on my face and instead of backing off, proceeded to tell me the types of retail outlets he was looking to sell into and suggested ways I could help him.
This is a classic example of an entrepreneur not understanding that networking isn't about simply selling to the room nor is it about gathering contact information and following up on it later. That's nothing more than glorified cold calling. Understand that there is a better way to build your business and its called building relationships.

3. Spreading yourself too thin
30-40 good people who know you and understand you is all you really need to make networking work for you. It is a common belief with many people that the bigger your network the more successful you will be. WRONG. Success will come from nurturing the seeds you sow.
One of the best examples I know is a man who dealt in the money markets. He was an extensive networker who, in his initial enthusiasm for the sport attended every networking event he could. He played the field and people soon recognised that whilst they were directing all their contacts to him, he was spreading his contacts around. Also, for him it was difficult to apply the theory of ‘givers gain’ to such a wide circle and so after an exhausting year he finally decided to focus on the strong contact networking group he belonged to and guess what, business is booming and his credibility has gone through the roof.
In the final analysis it’s all about good people skills. The prevailing theme of all three of the above examples is to treat your referral partners and potential referral partners with professionalism and care. Use networking opportunities to meet people and begin the process of developing a genuine relationship and treat your referral partner like you would a top client. Lastly, always network in a way that builds credibility and trust, be candid in telling your referral partners what you need and what you’re asking of them. Do these things and you’ll avoid some serious mistakes in relationship networking.

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