Bob Mathews is a successful commercial real estate broker in Atlanta. He oversees 70 brokers and has a staff of 275 employees generating more than $3 billion annually in sales and transactions. According to Mathews, being able to network is his “secret formula” for success, not only for him, but for everyone working at his company.
“Networking is the start of relationship building and requires a genuine desire to learn about the other person and to share your goodwill,” he says. “No one achieves great individual success without building a network of trusted friends and colleagues.”
There are lots of people just like Mathews that will say the same thing about the power of networking. The big challenge, however, is just doing it. Many people are uncomfortable going to networking events, so here are some “networking success tips” that should help make the whole process a bit easier:
- Have a positive attitude about the event before you even go. People can pick up on a negative attitude as much as they can pick up on a positive attitude toward the event. A positive attitude will act as a magnet, attracting other positive business professionals to you.
- Your goal is to make friends. Many people think networking events are all about business. This is one reason they get so uncomfortable going to one; they believe they must sell themselves to someone that might help them. If your goal is to meet other people and just make a friend, you will be much more relaxed.
- To break the ice, look for someone at the event you know. Even if it is someone you have not seen in years, start with that person. Just get talking. Then ask for introductions. They possibly know someone else at the event. One conversation will lead to another.
- If you don’t see anyone you know, get a drink (whatever is being served), and talk to one of the organizers of the event. Again, start talking and once again ask for introductions. Organizers of these events often know many of the people attending.
- Show a genuine interest in other people and be a good listener. Be sure and let them have their 15 minutes of fame.
- Approach each new person you meet with an attitude of helping them versus looking for how they might help you. Become a “genius zone.” If you are very familiar with a topic, support them in any way you can.
- Don’t be attached to outcomes. Remember, we are at the event to make friends. Even if you do not believe someone can help you personally or professionally, this person may know someone that can. Always keep that in mind.
- Follow up. So many people go to networking events, but they do not follow up. This is a big mistake and defeats the entire purpose of going. Further, following up is so much easier today than it once was. At one time, to follow-up meant giving them a call, which can also make many people uncomfortable. Now you can send them an email or connect with them on LinkedIn. It’s easy.
One more thing, once you follow up, keep in contact. Send them information they might find valuable or can help them in their work or business. Following up is key. This builds a relationship, and as one successful networker once said, “the fortune lies in the follow-up.”
Ron Segura has over 45 years of experience in all segments of the professional cleaning industry including ten years as Manager of Janitorial Operations for Walt Disney Pictures and Television. To contact him, call 650-315-8933.
