What do you bring to the table?

Networking is a two-way street. I really can not say it enough. Many people think, “I need new clients. I need more money. I need to network!” While all of that might be true, don’t just network when you need something. As you work on your goals for networking (you are working on them, right?), make sure you also keep in mind ways that YOU can help others. What do YOU bring to the table?

Making everything about what others can do for you or give to you is the quickest way to see your network dry up. Wondering why the phone isn’t ringing and no referrals are coming your way?  It is probably time to re-evaluate your networking habits.  Do you attend events just to get leads? Do you talk more than you listen? When business is doing well, do you stop attending networking events? Change your habits and your results will change.

Answer the following questions and keep the answers in mind the next time you attend a networking event or are in a situation where networking will occur:

• Am I listening to what others are asking for?
• Can I fill any of the needs shared in the room tonight?
• Who do I know that I can connect this person with?
• This person and I do not have similar businesses, but our personalities click/this person seems like someone I would refer given the opportunity.  Is it worthwhile to suggest we meet for coffee or lunch to discuss how we can support each other?
• How can this person and I cross promote each other or develop a joint venture?
• Is the group lacking in knowledge about [insert your area of expertise]? Is what I know HONESTLY of value to this community? If so, how can I arrange to speak at an upcoming meeting or develop my own small event that members of this community are invited to?

Take time to think about the skills you have and how they might be applicable to various communities you belong to. Can you provide marketing advice? Are you good with coordinating events? Can you create fantastic soundbites in seconds? Do you have an amazing network of people who you can connect others with? Did you come upon a great resource or product that the community could benefit from?  Take an inventory of what you have to offer and put it to good use!

When you think of others or help someone get what they need, they will remember you. The referrals might not come overnight, but if you are consistent, helpful, and a good listener, you never know when the phone will ring. I’ve received calls and emails six months after meeting someone ONCE. Six months later, they still remember me and they’ve either referred me to someone or want to hire me themselves. What they remember was a helpful personality, nice attitude, a willingness to help. Boring pitches don’t win people over. Authenticity does.