From Business Cards to Business Relationships: Personal Branding and Profitable Networking Made Easy

The most likely starting point to build a profitable network is to analyze your current network and figure out who you already know. If you have networked for years, or if you’re brand new to the concept, chances are you already have a solid base of contacts available to jump-start your networking efforts. You may just not realize it. Think of your friends, your family, your family’s friends, your work colleagues, or your teammates as a start.

When we talk about networking we automatically assume that we need to go out to meet new people even though you’re likely sitting on opportunities hidden within your current network and you’ve just not tapped into its potential yet.

Let the conversation flow. You will learn more by listening than by talking

Imagine that for every day you’re alive, you’ve crossed paths with three new people. Some days there are more, such as when you’re in school, start a new job, or go to a friend’s party, whereas some days there are fewer, such as when you’re home sick or were an infant. For easy numbers, let’s say three is about right. For those who are more outgoing it could be more, for those who are shy, it could be less. So, 3 x 365 days a year is 1,095 people. We’ll round down to roughly 1,000 new interactions per year.

By that calculation, if you are 33 years old, you have encountered approximately 33,000 people. Someone 55 years old would have encountered 55,000 people and so on. It’s not likely that you can name that many people. Even cut the number by a half or a third and it’s still a stretch.

Those of you who are not already using a data-management system should start by compiling a list of everyone you know into one accessible electronic tracking system. As you gather these names, don’t restrict who goes on the master list. Think about the number of people you’ve met in your lifetime.

For how many of these contacts could you find phone numbers, plus street or e-mail addresses with a moment’s notice? If the answer is not many, this activity will change that.

Once your master list is complete, review it. Ask yourself, “How can my current network help me achieve my goals and aspirations? Have I attracted the kind of people I want into my life?” By simply taking time to consider your list and your current circles of influence, you may notice a pattern. Are you surrounding yourself with people who influence you positively or negatively? While not everyone in your network will specifically impact your business or career growth goals, if you don’t have the people who can, then you need to be aware of that and work toward creating some advantageous relationships.

Next, check your list to find the most successful person on it. Does this successful person know you too? If yes, that’s great! This is where and with whom your official business networking efforts will begin.

Put a smile on your face and call that person. Let him or her know you want to get more involved in the community or that you are looking for a new job. Perhaps you have just started a new job and want to build your network.

Whatever your needs are, be up front about your intention for making the initial contact and setting the meeting. It may help if you say, “You’re the most successful person I know, so I thought I would start by calling you. I’m really hoping to build my business network and I would be interested to hear how you got started and see if you have any ideas for me.”

There are many reasons to start your networking plan by reaching out to the most successful people you know. It will stretch you out of your comfort zone early in the process and, therefore, make all of your subsequent networking efforts easier.

If your relationship is strong enough to go for lunch or breakfast, then ask for that. If not, ask to meet either in his office or by phone for 15 to 20 minutes maximum, so the timeline is short and convenient. Let him know you would like to learn how to create success and emulate what he has done. This outlines the purpose of the meeting and gives the person an opportunity to agree to it or not. Make sure you respect the time limit by not staying longer than you promised.

When you meet, be on time and be prepared.  Ask questions and seriously listen to the answers. Take a pen and paper to write brief notes.

Let the conversation flow. You will learn more by listening than by talking. After all, he’s the expert and you are the student. Know in advance what you want to learn during this meeting and prepare some relevant questions. However, avoid turning the meeting into an interrogation interview.

It’s natural to be a little nervous when you’re sitting in front of the one you deem to be the most successful person you know, but remember, this person has already agreed to meet with you. Relax and enjoy the experience.

Analyze your current network and figure out who you already know

As you build your network, and especially in these mentorship-type settings, there are two vital questions that will help you expand your network:

1. Where should I go?

2. Whom should I meet?

Asking your contacts these questions will give you the direction you need to connect the dots to create a profitable network. Their answers will give you valuable insight that you can use to develop your overall plan.