Business & Finance

The Power of Networking—Networking Your Way to Success!
By Sally Anne Dishong

Recently, I had dinner with an advertising client who was in town from Chicago looking at second homes in the Tampa area. Because of my real estate connections, I was able to refer her to a wonderful real estate broker who helped her find several condominiums to choose from in St. Petersburg near the water and golf courses—just what she was looking for. At dinner, the restaurant general manager (also an advertising client) came over to say hello to our group. In talking with my Chicago client, he learned that her son is a golf pro looking for work in our area. The GM’s boss is very well-connected in the golf world in the Tampa Bay area, so he offered to put her son in touch with him. Then, another friend joined us who is also a golfer. He had some great input into the golf courses and tournaments in the area. And so it goes…another typical day in the life of a networker!

Speaking of golf, have you considered the power of golf as a networking tool? The Executive Women’s Golf Association (EWGA) fills a niche for professional women who don’t want to miss out on all those deals that are made on the golf course. We have a chapter right here in Tampa Bay. You can learn more about them at: www.ewga.com.

Networking, on and off the golf course, is a way of life for me and many other women in the Tampa Bay area. We run from breakfast meeting to lunch meeting to dinner meeting to mixer, and then go to bed, get up, and do it all over again. But are we really accomplishing anything? How do we know?

There are many different goals for networking, such as career search, business generation, social climbing, etc. What we’ll focus on here is business generation. It’s not enough to get “leads”—they must be good, quality leads, preferably with a personal introduction to the prospect. They should result in a high percentage of new business for you and your company. But how many times have we come home from a “networking opportunity” in disgust and dismay that we didn’t get any leads?

Experts say there are several things we can do to reduce anxiety and increase success at networking—and even have fun! Here are some of those tips:

• Start with a purpose. For example, “I want to meet three people who are in the advertising business.” Or, “I want to find someone to help me with my web design.”

• Wear your name tag on your right side to increase visibility when shaking hands.

• Have an effective, firm handshake. (Women, we may need to work on this—some of us are taught to have a kind of “limp fish” handshake.)

• Be sure to introduce yourself!

• Use an “elevator speech” or “audio logo” for your company or business that succinctly describes what you do in 10 seconds or less. You can also include a brief statement of your purpose and enlist their help.

• Ask only for advice—such as, “What’s your opinion on how to go about doing that?” You’ve heard the old truism: “If you want advice, ask for money!” If you want money, ask for advice. It’s the “soft-sell” approach.

• Ask about the other person’s business—have “golden ears”—Listen!

• Ask follow-up questions about how the person got into the business, what they do, what they love about it, who is their ideal customer, and so on.

• Practice good table etiquette. Let common sense and consideration of others be your guide.

• Lighten up—have fun!

• When appropriate, exchange business cards. (Keep your business cards handy!)

• Send a handwritten “thank you” note (so rare these days!)

• Follow-up later with a possible prospect for their business, or an invitation to another event, or a question.

Be generous in your sharing of your talents, experiences, ideas, and connections and you will find that gift comes back to you tenfold!

Sally Anne Dishong is the assistant publisher of Tampa Bay Woman Newspaper. She is a former corporate trainer and staff development specialist at large institutions such as The University of California, San Diego and the City of St. Petersburg. She can be reached at sdishong@womanspapers.com or (727) 742-5765.

There are some wonderful
networking groups in our area.
Just to name a few you might consider:

eWomen Network
www.ewomennetwork.com

National Association of Women
Business Owners (NAWBO)
www.nawbo.org

Network of Executive Women (NEW)
www.networkexecwomen.com

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	Business & Finance The Power of Networking—Networking Your Way to Success! By Sally Anne Dishong Recently, I had dinner with an advertising client who was in town from Chicago looking at second homes in the Tampa area. Because of my real estate connections, I was able to refer her to a wonderful real estate broker who helped her find several condominiums to choose from in St. Petersburg near the water and golf courses—just what she was looking for. At dinner, the restaurant general manager (also an advertising client) came over to say hello to our group. In talking with my Chicago client, he learned that her son is a golf pro looking for work in our area. The GM’s boss is very well-connected in the golf world in the Tampa Bay area, so he offered to put her son in touch with him. Then, another friend joined us who is also a golfer. He had some great input into the golf courses and tournaments in the area. And so it goes…another typical day in the life of a networker! Speaking of golf, have you considered the power of golf as a networking tool? The Executive Women’s Golf Association (EWGA) fills a niche for professional women who don’t want to miss out on all those deals that are made on the golf course. We have a chapter right here in Tampa Bay. You can learn more about them at: www.ewga.com. Networking, on and off the golf course, is a way of life for me and many other women in the Tampa Bay area. We run from breakfast meeting to lunch meeting to dinner meeting to mixer, and then go to bed, get up, and do it all over again. But are we really accomplishing anything? How do we know? There are many different goals for networking, such as career search, business generation, social climbing, etc. What we’ll focus on here is business generation. It’s not enough to get “leads”—they must be good, quality leads, preferably with a personal introduction to the prospect. They should result in a high percentage of new business for you and your company. But how many times have we come home from a “networking opportunity” in disgust and dismay that we didn’t get any leads? Experts say there are several things we can do to reduce anxiety and increase success at networking—and even have fun! Here are some of those tips: • Start with a purpose. For example, “I want to meet three people who are in the advertising business.” Or, “I want to find someone to help me with my web design.” • Wear your name tag on your right side to increase visibility when shaking hands. • Have an effective, firm handshake. (Women, we may need to work on this—some of us are taught to have a kind of “limp fish” handshake.) • Be sure to introduce yourself! • Use an “elevator speech” or “audio logo” for your company or business that succinctly describes what you do in 10 seconds or less. You can also include a brief statement of your purpose and enlist their help. • Ask only for advice—such as, “What’s your opinion on how to go about doing that?” You’ve heard the old truism: “If you want advice, ask for money!” If you want money, ask for advice. It’s the “soft-sell” approach. • Ask about the other person’s business—have “golden ears”—Listen! • Ask follow-up questions about how the person got into the business, what they do, what they love about it, who is their ideal customer, and so on. • Practice good table etiquette. Let common sense and consideration of others be your guide. • Lighten up—have fun! • When appropriate, exchange business cards. (Keep your business cards handy!) • Send a handwritten “thank you” note (so rare these days!) • Follow-up later with a possible prospect for their business, or an invitation to another event, or a question. Be generous in your sharing of your talents, experiences, ideas, and connections and you will find that gift comes back to you tenfold! Sally Anne Dishong is the assistant publisher of Tampa Bay Woman Newspaper. She is a former corporate trainer and staff development specialist at large institutions such as The University of California, San Diego and the City of St. Petersburg. She can be reached at sdishong@womanspapers.com or (727) 742-5765. There are some wonderful networking groups in our area. Just to name a few you might consider: eWomen Network www.ewomennetwork.com National Association of Women Business Owners (NAWBO) www.nawbo.org Network of Executive Women (NEW) www.networkexecwomen.com Previous Article Next Article