Whether you?re in the process of starting a new service business or growing an existing one, networking is a valuable way to get your name known in your community, develop a rich base of contacts, gather valuable resources and meet potential new clients. But oftentimes clients and colleagues will tell me that networking is a waste of time, or that it never really seems to "work" for them. The truth is, networking does work for ALL types of service professionals when done correctly. If you're not seeing positive results from your efforts, you're most likely approaching the process in the wrong way - meaning that you're attending events looking to "get" rather than "give." As a result, you may be limiting your potential for successful outcomes by making the following mistakes or what I like to call, "networking no-no's":

No-No #1. Not having a clear (and well-rehearsed) message that quickly educates others about what you do in a compelling way: You have a limited amount of time to get your message across quickly in networking situations. Create a concise elevator pitch and practice saying it as many times as you need to until it rolls off your tongue with ease.

No-No #2. Not having business cards (or forgetting to bring them when you attend events): Don?t laugh. This one is more common than you think ? especially among established professionals! When the goal is to make a positive first impression, writing your number on the back of a cocktail napkin just doesn?t cut it (not to mention the person you gave it to will most likely toss it out with her wine glass). Put a fresh supply of cards in your purse or briefcase today - and make it a habit to replenish them on a weekly basis.

No-No #3. Not making the other person feel important: Remember the "two ears, one mouth rule"; and listen twice as much as you talk when meeting new contacts. By asking others about their business you not only come across as a good listener, but you?re also able to quickly determine if someone is a good contact for you or not. And always, always ask for someone?s business card before offering up your own.

No-No #4. Not understanding that networking is all about relationships: It?s a well known fact that people only do business with those whom they know, like and trust. And quality relationships (the kind that turn into strategic partnerships, referral sources and new clients) take time to build. If you want to find success through networking, you must consistently make new contacts, follow-up and continue to stay in touch.

No-No #5. Networking it?s not a one-shot deal: It?s important to go out and connect with others even when you?re busy. In fact, the best time to start networking is not when your pipeline is empty, but BEFORE you actually need clients. You don?t have to do it every week, but make sure you're doing something to stay in touch with others (phone calls, email, etc.), so that you continue to move your business forward. By the way, if any of these networking faux pas "hit home" for you, don't worry ? Simply bringing them into your awareness will help point you in the right direction toward becoming a stellar networker.

WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? You can, as long as you include this blurb with it: "Connie Scholl, the 'Client Generator,'works exclusively with sales & services professionals who want to generate more clients and make more money in their small business. For a FREE seven-day marketing e-course visit http://www.conniecoach.com."

Connie Scholl of ConnieCoach.com provides self- employed service professionals with simple, effective and low-cost marketing solutions designed to quickly jump-start sales and consistently generate new clients. Get free marketing tips and "how-to-articles" at http://www.conniecoach.com.

Back to Article Index