Cyberspace? Face-to-Face? Which One is the High Road?

On the one hand, everybody recognizes the ease, instant access and global reach of online social networking. On the other hand, it is sometimes hard to see the payback in time and money for the after five business to business card handoffs most commonly hosted by the local Chamber of Commerce. Nevertheless, when it comes to the bottom line, it isn’t whether you walked in or tapped in.

Numbers are everything.

* The number of business cards you’ve handed out.
* The number of friends you’ve been friended by.
* The number of actively working connections you’ve made.

Which numbers are driving your networking?

Go With the Flow
Regardless of where you do it, networking actually starts when you join up. Standing uncommitted on the sidelines will get you nowhere. Without the commitment of membership, you forget where you want to go or, worse, have no idea where you could be going. Did that strike a chord? “I don’t have time for small talk. It’s the big bucks I’m looking for!” I hear you! Ironically, you’ll get there faster if you slow down. Whether it’s face to face or Facebook, today’s networking means you’ve got to be sincerely social.

It’s All About Schmooze Control
When I say, “Be sincerely social”, I mean stop waving your fan of business cards, while you do the hundred yard dash passed the refreshments card-bombing everyone in sight and leaving them looking like deer in the headlights. Take a lesson from the networking winners. Every crowded room has them. They’re the ones carrying bunches of business cards alright… but the cards they are carrying are everybody else’s?

Bridge of Cards or Dead End?
Just like a map is a great tool once you know where you’re going, a business card is invaluable when someone answers your question, “What do you need?” Notice you don’t say, “Here’s my card!” or “Call me!” People are irresistibly drawn to someone who is sincerely interested in them. As soon as they tell you what they’re looking for, ask the most important question of all, “May I have your business card?” At this point, you’ve gone a whole lot further than “What do you do?” could ever have taken you. With their card in your hand, you now have permission to make further contact. This could be:

* A personal note
* A phone call
* An email
* Facebook, Twitter, LinkedIn
* All of the above

The amazing thing is that you’ve haven’t said a word about yourself, your product or your company!

Avoiding the “YOU” Turn
Networking is an investment of your time, money and talent. To be effective, you have to be counter-intuitive. Forget yourself. Forget what you know. Find out what your potential client knows and wants. Take your eyes off his wallet for a few minutes, and find out what you`ve got that he needs. Or better yet, find out what you`ve got that his network of friends, colleagues and suppliers need.

What Goes Around Comes Around

Can this statement be true?
“You get more networking success by helping to build someone else’s network.”

Absolutely! Not only do you build your own network by building up others, but you will find yourself eagerly anticipating the next opportunity to attend an after five meeting or an association get-together. There are various estimates of how many people each one of us has in our personal network. Two hundred and fifty has been pegged as an average. Imagine the potential for connection, partnership and – oh yes- dollars if you could tap into those numbers! I won’t hold you up. By now, you are probably rethinking all those networking opportunities that take place at baseball games, the grocery store and standing in line at the bank.

Keep on Keeping On
Does this mean that once you’ve mastered Let-ME-Help-YOU-networking that you’ll never experience rejection again or feel lost? No. The road to success has many twists and turns. Despite our best efforts, there will still be times when we have no idea how to make headway. We will face hurdles, detours and roadblocks. The economy, politics, science and the weather all conspire to make sure that there is no such thing as a sure thing. Of course, as you build an effective network, you will certainly find more help along the way. But, there will be those days, when you have no idea what is waiting for you around the corner.

More than once, you will question the road you have chosen. Will you wind up right back where you started from: Cyberspace? Face-to-Face? Most likely it depends on the particular day and opportunity. In life, business and networking it would be great if we could see around corners. This is the time when it’s important to keep moving. Here’s a guide post that works for me when I find myself facing a confusing intersection: “A bend in the road is not the end of the road, unless you fail to make the turn” (Author Unknown) Great networkers are always ready to make the next turn. Thank you for tapping in to “What’s Driving Your Network?”