Getting the most out of networking

1. Choose the right network for you

• Do your homework on the network and the activities of the group. Attend a few sessions to ensure it suits you. Check the time of meetings and the location of meetings.
• Ask yourself “What do I want from this group?”
• Look at the objectives: do they fit you? Look at attendees: do they match you? Observe the meetings.
• Ask questions; will they increase business, provide connections, support you?
• The basic needs are for the network to provide opportunities to meet other businesses. They also need to support and build and maintain trust in each other for referrals, to encourage you and have some fun doing it.

2. Participate

• To get and give value, you should attend meetings and any associated events. Make yourself an active part of the group and actively look at how you can help other members.
• The aim is to use as many associated contacts from group members, NOT sell to each other.

3. Exchange business cards and have coffee meetings

• Collect as many cards as you can and organise at least one coffee meeting with a contact and arrange a follow-up meeting. 
• Use the coffee meetings to find out more about each other's businesses. Do your homework on that person and find out opportunities they might have for you such as contacts and referrals. 
• LISTEN to potential customers – What is their need? What is keeping them awake at night? What are their work problems?
• Let them know how YOU can help or how someone you know in your network group can help them.
• If referring someone, let that referral know what referred for, details and check that they followed through.
• If you are being referred to a prospective client by someone in the network, thank them and remember they are trusting you to fulfil an obligation to that client. By referring you, they are putting their reputation on the line.

4. Follow up and stay connected

• Check that referrals worked out – if not why not – show trustworthiness. 
• Stay in touch with contacts. Include them in your newsletters. 
• Clients / contacts for future work: Make it a habit to keep in contact “How's it going calls”. Go to their workplaces or invite them to you.

Pay back to those who referred you by referring to them if you can.