Enterprise Nation

Doug Richard says folks who do networking well often make a lot of sales. He also says networking is about learning who people are, what they do, what they need, and what they can offer.  It’s as much about discovering what you can do to assist others as it is learning how others may be able to assist you. In this feature Doug offers tips on how to network your way to success. 

Networking in 2010

Networking can happen face to face, in online forums and news groups, and through the old fashioned mechanism of hand written letters printed on paper.  It’s not the media that matters, but the exchange of information and the creation of a channel for future communication.

How to network

If you find networking to be an uncomfortable or grueling process, these tips will help.

Always remember that networking is ultimately data collection

Who are you? What do you do? What do you want? What do you need? What can you offer?  This is the information you need to impart. This is the information you need to collect. You don't have to collect it all at once, and much of the data can be relayed without talking.  When your wife's boss introduces you to the head of a finance firm, you probably just need to collect a business card.  You can look him up later to find out what kind of financing they do.  Your time with your new friend can be spent looking for areas of common interest and exploring their immediate needs. Always encourage new contacts to email or call you if you can be of any assistance.

Do collect and organize business cards, phone numbers and email addresses

For most people the hardest part of networking is keeping track of who you've met and what you have in common with them.  The newest generation of phones makes this much easier than it has been in years past. Remember to back up your phone from time to time to ensure you don't lose your network when you lose your phone.

Contact people when you can be of service

Remember that being of service may mean offering them some service they might find useful, hiring them to do a job for you, or asking them for a referral to someone in their network who can help you with something you need done. In email, or by phone, remind them of when and where you met, and then quickly review the information you have or want.  

Networking relationships are long term and therefore relaxed.  Someone who can't be of service to you in a given matter, or who has no contact to offer you, or who doesn't need what you're offering may well not return your call or email.  It doesn't mean they won't be open to the next contact. 

The more networking you do, the easier it gets. Almost everyone can find a way to network, either offline or online, that meets their personal and professional requirements. 

If you don't know where or how to network, you may want to join a "Meet Up" group, or become a member of a trade organization, go to a conference for your industry, or join your local Chamber of Commerce.  The key thing is open the door.

• Doug Richard, School for Startups

If you need help building a profitable startup or small business, visit www.schoolforstartups.co.uk.  We have some upcoming online and face to face events that will help you start and run your business more successfully.  You can also follow us on Twitter at @s4startups or @s4stv.