Networking
When you’re growing your firm, professional networking to meet potential new clients is essential. Did you cringe a little at the word ‘networking’? It’s like starting an exercise routine to many of us: so easy to say we need to do more of it, but it can be really daunting to put it into practice,let alone make it part of an overall routine. In today’s world, many of us also have a learning curve as we work to multiply our networking abilities by leveraging our social media channels. So whether you identify more as an introvert than extrovert, or techie versus not, here are four no-sweat networking strategies to help you meet more new clients and achieve the growth goals you have for your practice:
Networking strategies for introverts. Typical networking is often the nemesis of those of us who are more easily over stimulated by group settings —but there are ways to make it more enjoyable and effective, for example:
Ease into networking by going to a few small networking groups and using them as practice opportunities. This will allow you to get comfortable with introductions and making small talk so that you’ll be ready to network at larger events. If the group or function has a social media presence, you can leverage this to introduce yourself online before the actual meet up.
Have a prepared pitch that you can fall back on when you meet someone. Preparing what you are going to say in advance can help you feel more comfortable and look more professional rather than trying to “wing it” in the moment. Start with open ended questions to get the conversation going, you are there to learn about them. Remember, introverts are great listeners!
Motivate yourself to make the most of networking opportunities by setting specific goals for yourself, such as the number of new connections you are going to make. One quality connection is worth more than ten superficial ones.
Networking strategies for extroverts. If you derive your energy from interactions with others, you likely already do a fair amount of networking. However, bringing on new clients requires relationships that are built on something more than superficial small talk. Try incorporating these practices the next time you are at an event:
Active listening, which allows you to truly process what others have to say. Aim to listen 60 percent of the time and to talk and ask questions 40 percent of the time.
Being present and giving the person you are interacting with your full attention, just as you would if they were already your client!
Focusing on finding out more about the person you are talking to. For extroverts, the key to networking is often asking the right questions of potential prospects to uncover needs and how you and your firm might be able to fulfill them.
Networking Strategies for Techies. Beyond your own personality, you have the opportunity to multiply your connections using your digital channels. Consider these suggestions to help expand your network:
Think local. Be sure to connect online with people you already know or would like to know in close geographic proximity. Doing so will increase the chance to get additional virtual introductions and even in-person meetings later on.
Go for quality over quantity when it comes to building your digital network. No matter what platform you network on—LinkedIn, Twitter, Facebook, MeetUp, etc.,—try to maintain focus on connecting with people who fit your optimal client profile or are legitimate influencers or referral sources.
Up your digital game with more active involvement. If you have been more voyeuristic in your online presence, get in the game with ‘likes’, ‘shares’ and ‘comments’ on content that aligns with your views. Or better yet, identify a topic or two that you are knowledgeable about and post on your LinkedIn profile. This is an easy way to drive engagement within your professional network.
Networking for Non-Techies. If you’re not particularly tech-savvy, you may feel left out of the online networking world, but this doesn’t have to be the case. There are many ways to be an effective “offline” networker including:
Leveraging your “informal” network. While your professional network is something that you want to build, you should also reach out to friends, family and other acquaintances who may become client referral sources. Having lunch, attending social events or even hosting an open house can provide new connections and exposure to people in a more relaxed setting.
Volunteering to grow your network. Lending your expertise on a volunteer basis can help you network within a philanthropic area, civic organization or industry you are interested in while shining a light on your valuable skills. And don’t shy away from taking leadership positions when you have the opportunity, which expands your skills and footprint within your volunteer network.
Creating your own networking group. If you don’t like networking online but still want to break new ground, consider starting your own group based on a professional or personal area of interest. As the organizer, you’ll position yourself as a ground-breaker and someone worth connecting with.
It can be challenging to find both the right places and the right processes that allow you to successfully connect with prospective clients and build relationships which can ultimately lead to new business. These strategies can help you hone in on your personal networking style and the tools you can use to expand your network and make more quality connections.
Written by Dania Buchanan, Senior Vice President of Growth and Marketing at SmartVault.