Real Estate

Is your networking style not working? Three Tactics to Improve Your Success

Love it or hate it, networking is the best way to attract new business.

If your networking activities aren’t yielding the results you’re looking for, consider these three tactics:

1. Collect resources, not cards; look for suppliers, not prospects. Consider the axle of a wheel with its many spoke contacts. It’s not about me; It’s about you. YOU are the person in conversation who might have trouble with the landlord. You may know an attorney or mediator who can help you. YOU are the new contact who is an accountant and works with application developers, like your cousin. Make a connection between this person as a resource and someone who would benefit from the experience.

2. Participate in pre-event marketing to create a welcome committee. Before attending the networking cocktail hosted by an industry group, chamber of commerce, or professional membership organization, visit the host’s website. Make a list of the officers and chairpersons of the committees; locate their email addresses. Send each a note a week before the event and indicate your interest in joining the group. When they reply to your email (or LinkedIn connection request), indicate that you will be wearing a green tie (male) or a red jacket (female), so they can meet in the crowded room. At the event, learn all you can about the organization and why they joined. Ask to be introduced to another officer. Work the room to meet many of the leaders on your list. With this welcoming committee approach, you go from spectator to insider.

3. Ask questions about problems and solutions. In a conversation, find out the types of problems and situations that the new contact faces and learn how they approach and solve these problems. Asking what was the highlight of the year (or quarter) working with your clients gives the respondent a chance to show off their success. People are always eager to talk about themselves and don’t get the chance to do it often enough. You will also learn how the person can align with your contacts as a solution provider or for future collaborations.

For a more in-depth discussion, grab a copy of my e-book Three Lessons to Improve Your Networking Success here http://bit.ly/2EIkoTF, or invite me to lead a workshop at your company, organization, or networking group at the New York City area, or by webinar.

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