The 10 Keys to Maximizing Your Networking Investment

Articles, Networking

I owned and operated professional networking groups from 2007 through 2022. Prior to that, I had built another networking group in 1992. What follows is based on my personal experiences during those years. Outside of the groups, my business model was always largely based on referrals and one-to-one relationships. It’s all networking!

Please note that I used the term investment vs. expense. Speaking for myself, I don’t invest in anything unless I expect a return and groups like NetWorks! have brought me well over, substantially over, $1,000,000 in sales through the years. Pays for a lot of dues!

However, you can’t just show up occasionally and expect results. You still have to earn the right and you do so by becoming a valued member of the group. Here are 10 ways to do that …

  1. Show up and do so on time! – If you are not attending at least 75% of your meetings, you are squandering your investment. Being on time is late. Send an alternate! You will miss out on … a. Getting to know your fellow members better b. Letting members know more about you c. Discussions and opportunities not in writing d. Making your contribution to the group e. Helping to grow the group when visitors attend!
  2. Bring something to every meeting – It’s not hard if you keep your eyes and your ears open!
  3. Follow-up – And follow-through. This is what professionals do.
  4. Give before getting – Referrals are earned, not given. Giving referrals engages the law of reciprocity. Give quality referrals and teach others to do the same. “I gave your name to someone and they should be calling you” is not a good referral.
  5. General business intelligence leads have great value – Don’t worry about who in the group might benefit. The members will sort this out for themselves.
  6. Thank other members privately and publicly – Bonus points for politeness and for promoting others! Make sure that referrers are kept advised of your progress with their referrals!
  7. Take every opportunity to present to the group – This is your chance to share more about you, your services, your target market, and what makes a great lead for you!
  8. You will be judged by others based on your observable behaviors – When I give a referral, I need to be confident that it will be handled appropriately. Your behaviors in the group will tell me what I need to know.
  9. Develop relationships with members outside of the group – One-on-one time is an excellent opportunity to build trust and camaraderie!
  10. Leverage your power partners – You have power partners in the group. These are members who call on your same target markets, at the same time or earlier, and on the same people. You can, and should, make a dynamic team!

Are you thinking about a CRM? If you would like to explore whether or not Nimble CRM might be right for you, please book a free 30-minute Zoom consultation with me by going to my calendar. To learn more about our Nimble training and implementation services, please visit our Nimble CRM training services page. 

I would also be happy to connect you to a marketing professional who I know and trust or to an automated yet personalized and human-to-human LinkedIn prospecting system. Please reach out to me at craig@adaptive-business.com for an introduction!

Craig M. Jamieson

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!
 
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