What Running a Leads Group Taught Me About Networking

I’ve never talked about this much on this site but, my interest in social networking began as a natural evolution from my traditional networking activities. In fact, I like networking so much that I actually own and operate, as a business, a plain old fashioned “leads group” that meets weekly for lunch.

Lessons learned from face-to-face networking can be equally applied to its online cousins. Regardless, I see the same behaviors and unrealistic expectations in both. There is no difference, from the standpoint of “the rules of engagement”, between one from the other. None. Networking success is not a gift and it is not a given. It is not something that you are entitled to by virtue of you showing up. It is something that you must work for and that work is damn hard.

Mind you, showing up and being visible is a good start! I have literally had members in my group stay for a quarter or two, leave the group, and have nobody even notice. When somebody brings their absence up, half of the group goes … “Who?”. What a shame and what a waste. These members …

Did not show

Did not participate

Were not memorable and …

Brought little to no value

I even offer a 90-day money-back guarantee on your first quarter dues providing you are willing to do those things that I know will make you successful. I’ve never written anybody a check.

Then there are those members who show up and automatically assume that, by their mere presence, members will automatically start sending them business. Even if they show and participate, they fail to realize that …

Relationships are earned over time as are referrals

Trust must be established

A member may already have an existing relationship with somebody else who is in your industry. You must be patient

Givers get

Do these same rules apply to social networking? Of course they do! Same old rules just shiny new tools.

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Craig M. Jamieson

Managing Member at Adaptive Business Services

Craig M. Jamieson is a lifelong B2B salesperson, manager, owner, and a networking enthusiast. Adaptive Business Services provides solutions related to the sales professional. We are a Nimble CRM Solution Partner. Craig also conducts training and workshops primarily in social selling and communication skills. Craig is also the author of "The Small Business' Guide to Social CRM", now available on Amazon!