There is no skill more vital to an entrepreneur than effective networking. You can’t build your business alone, and networking is the best way to open doors, professionally and personally. For introverts like me, it’s not easy to step out of your comfort zone and meet new people, but if you approach the challenge correctly, I have found that it can actually be fun as well as productive.
I just finished a new book, “Hopping Over The Rabbit Hole,” by Anthony Scaramucci, a well-known entrepreneur, financier, and television co-host of Wall Street Week. He highlights the value and “how-to” of business networking strategy in eight key bullets which resonate with me, and I believe every aspiring entrepreneur practice these early:
Push yourself to take the initiative, rather than wait to be found. If you wait for people to come up to you, they likely won’t be the right people. It pays to do your homework ahead of time on people you expect to find, or people you need to know. Otherwise listen to conversations around you, and join in ones where you can contribute.
Try to find common ground outside of business. In business networking settings, it’s not very memorable to talk only about business. Remember that personal relationships are the ones that set you apart and will grow and last. Look for common family experiences, academic connections, or sports activities. Common interests lead to trust.
Put yourself in a positive state of mind beforehand. Everyone is impressed with people who smile and exude authentic positive energy. Psych yourself up for this, if necessary, before you enter a room. Be the visual image of the people you need to meet, and the right people will gravitate toward you and view you as an influencer.
Exchange connection info and follow up within two days. If you have interest in a real relationship, don’t let the initial connection fade. The follow-up should be simple and to the point, such as a quick email suggesting an opportunity to continue the discussion. Skip the hard sell here, and don’t be afraid to follow-up again in a few weeks if required.
Networking and relationship building should be fun. Learn to relax and enjoy the process, but keep a clear head and remember to save your heated debates for one-on-one discussions in a more private setting. While the ultimate purpose of networking is to advance your career or business, don’t treat it with the formality or structure of work.
Be prepared to give as much as you get from networking. If you start pumping someone you have just met for funding or referrals, he or she will realize that your intentions are shallow. Everyone has something to give to a relationship, no matter what your credentials. Open up and share what you can, before expecting anything in return.
Never be intimidated by business titles and wealth. Successful business people are still people, like the rest of us. They have weathered hard times and failures, and love to talk and offer advice, if you are interested and willing to listen. No matter how shy you are, you must look the other person in the eye, and sincerely get to know them.
Don’t try to be someone you are not, socially, or in business. Networking pretenses almost always lead to disaster. Integrity and trust are required before a new relationship can be productive. No matter how insecure you are, artificial efforts to bolster your image are not recommended. If you humbly treat people as equals, relationships will work.
Of course, business networking is just the beginning of your journey into entrepreneurship, In his book, Scaramucci offers much more – a firsthand, introspective, and candid account of his own failures, successes, and insights that led him to business and financial success. He offers inspiration and a concrete blueprint for achieving your dreams, despite unexpected adversity.
I’ve focused here on the how and why of business networking because I find that technical entrepreneurs, in particular, are often quick to discount and ignore the value of business relationships, in favor of technical conferences and peer experts.
As a technologist myself, I had to learn the hard way that while solutions can be built by a person or two, it takes a network to build a business. How robust is yours today?
*** First published on Huffington Post on 11/05/2016 ***
Martin Zwilling is the Founder and CEO of Startup Professionals, a company that provides services to startup founders around the world. See more details at www.startupprofessionals.com