What's your time worth? If you regulary spend time attending networking meetings and/or events, you're making a BIG investment. It may not be a large dollar investment, but think about the time you invest. Time, as they say, is money and there's no better way to waste that resource than following these 4 networking tips:

1) Forget It's Business 2) Don't Have an Objective 3) Wing-It 4) Go for the Numbers

FORGET IT'S BUSINESS
A networking event is not a party and getting there is only part of the battle. If you plant yourself in a chair or attach yourself to someone you already know well and you're talking about the weather and the Sea Dogs because it is comfortable; that's not networking.

It’s not about the food and it’s not about the cocktails so if your idea of a good Chamber After Hours is a free dinner and to knock back a few beers, you are probably not seeing a lot of networking success. You're here to make new contacts and develop other important contacts. It’s not about making an appearance and it’s not to party. BE FOCUSED.

DON'T HAVE AN OBJECTIVE
Why are you going to these events? (If it’s for a free dinner and drinks, we’ve already addressed that in #1 above.) Who will be attending this event? What client or potential client would you like to meet or get to know better? Make it a point to think through the result you would like to walk away with. If it’s a new prospect you would like to meet, do your homework. Learn about their business before hand. Spend some time thinking of people you know with whom this potential prospect or client may be able to do business with or who they might be interested in knowing. BE PREPARED.

WING-IT
First impressions matter. You'll need it to introduce yourself and answer the question “What do you do?” at networking events. If you’re a member of BNI (Business Network International) you have to introduce yourself and answer the question “What do you do?” every week. And surprisingly even BNIers, who have to give their “60-sec” (elevator pitch, audio logo, etc.) to the same people every week, don’t give a crisp, clear description of what they do and for whom they do it. Many people you meet at other networking events will be unfamiliar with you and what you do so it’s important to practice your “audio logo” so when someone asks “What do you do?”, you’ll be able to tell them: 1) Who your target audience is; 2) The problem your target audience has (This is important.); and 3) The solution you provide to clients with this problem - how you fix the problem.

Not only will you be able to tell what you do, you’ll sound natural doing it. Be confident, but not stilted or pushy. Remember, a networking event isn't a formal interview any more than it’s a party. BE SUCCINCT. (And don't forget to smile!)

GO FOR THE NUMBERS
We talked about networking being more like farming than hunting in a previous issue of “Making It Happen”. For your networking efforts to pay off most effectively, you should focus on getting to know people and their business and on them getting to know you; not on how many contacts you can “check off” the list. It shouldn’t be a card gathering contest. Networking is about developing close relationships because people do business with people they like and they trust. It’s not what you know that counts; and many times it’s not even who you know. It’s how well you know them.

Focus on the quality of the connections you make rather than the quantity. Look at the person in the eye when you're speaking to them and when they are speaking to you. Don't be scanning the room looking for your next target. BE PATIENT.

And the $12,000, where did that come from? Let’s say, on average, your time is valued at $50/hour. (If your hourly rate is more or less please make the adjustment to your calculation.)

• You’re a member of an area BNI group, so you meet once a week for 90 minutes a meeting. You have approximately 30 minutes travel time to and from the meeting. 104 hours a year. $5,200 (not counting the annual membership dues)

• You meet with your networking partners throughout the year to get to know each other and your work better. You meet individually as well as in Referral Sphere groups and training venues. Let’s assume you have these types of meetings/ gatherings 36 times a year, which is 3 times a month – for 1 hour a time. $1,800

• You’re a member of the Chamber of Commerce and you attend a few Chamber After Hours events as well as a few Eggs ‘N Issues events throughout the year for a total of 26 hours a year. $1,300

• You’re also civic minded and are a member of the Kiwanis, the Rotary or another civic organization. While technically, your primary reason for joining this group isn’t to network, let's face it; you make some great contacts and do some great business through these contacts. Assuming weekly meetings of an hour and a half per meeting you’re looking at an investment of 78 hours a year. (This doesn’t take into consideration the various projects and additional time these organizations sponsor.) $3,900.

$5,200 + $1,800 + $1,300 + $3,900 = $12,200

Whatever time you invest in whatever activities you consider to be valuable networking opportunities, it is important you treat this investment as you would any other financial investment you make. Because when you get down to it, networking IS a financial investment.

BE FOCUSED * BE PREPARED * BE SUCCINCT * BE PATIENT.

And Remember, (how could you forget?) BE BOLD. All success starts with a Bold Vision.

On May 25 Bold Vision Consulting will begin offering the 12-week course “Promotion Action Plan - Attract More Clients With Less Effort by Becoming Recognized as an Expert in Your Field” exclusively for Professionals whose business is their expertise. Independent Service Professionals interested in more information please email info@boldvisionconsulting.com.

In June, Bold Vision Business Intensive program will be launched. The Business Intensive program is a series of 8 90-minute classes. Two programs will be launched; one that will meet in person (South Portland, ME) and one that meets via teleconference. For more information send an email to info@boldvisionconsulting.com.

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