What You Know, Who You Know or Who Knows You?

You may have heard the sayings “It’s not what you know, it’s who you know” and “It’s not who you know it’s who knows you”. Network in enough circles and you are bound to hear this said – you may have even quoted it yourself. However, we have a different view.

You see it is the combination of what you know, who you know and who knows you that leads to successful and profitable networking, connections and business relationships. Without each of these three elements you will not be connecting at an optimal level.

It is about ‘What You Know’...

If you do not know your industry well, if you are not confident in your product or service and you do not know how to connect effectively with people, I guarantee you will not get very far with your networking or far in business for that matter.

In order to connect with influential people, generate referrals and have profitable relationships you need to establish your expertise and credibility so people are confident you can deliver. Ask yourself would you do business with or refer your clients to someone who has little knowledge of their industry and no confidence in their ability?

It is about ‘Who You Know’...

The whole point of networking and connecting is leverage, yet many people try to do everything on their own. You need to know the right people to call on, whether it is to ask for a favour, a referral or advice. Unfortunately we have found that most people either feel uncomfortable using their connections or they have not built enough rapport to ask for assistance.

Remember it is the people you know and the key connections you make that can lead to a continual stream of business. Build in time to maintain your current business relationships as well as form new ones.

It is about ‘Who Knows You’...

It is important to be known in the business community, high visibility and credibility can massively grow your business. When you are well known you are more exposed to business opportunities, high calibre people want to connect with you, you can charge more and you get to choose who you do business with.

A word of caution though, we see many people spend all their time in trying to be well known, they are ‘serial networkers’ that get so caught up in meeting people that they forget to follow up and establish relationships with the people they have already met.

So the next time you are making connections, remember to focus on all three of these areas. By doing so your networking will be more effective and you will have more profitable outcomes.

Do not be deceived to focus on only one of these areas combine the three and watch how much richer your networking will become.

Leaving a Lasting Impression

Have you ever collected business cards at a networking event, only to find that when you go to follow up the next day you can’t remember who many of them were? Or you had an enjoyable conversation with someone but you just can’t remember the name of their business?

Here is a scarier question. How many times have you been the person someone has forgotten? How many business opportunities have you lost because you have blended into the crowd?

Your networking needs to go beyond handing out your business cards, it needs to be about making a lasting impression and building rapport so a relationship can be built over time.

Here are 5 ways to ensure you leave a lasting impression at every event you go to.

1. Be Engaging
When talking to people be present, maintain eye contact, show an interest, ask relevant and thought-provoking questions, listen attentively and respond quickly. Always ask about their business and what they do, listen for points you have in common this will help with rapport building and will help them to remember you. Don’t talk about yourself until they ask what you do (and they naturally will) then you will have their attention.

2. Look to Add Value
When you are speaking to people be thinking of how you can help them or add value to them. Is there someone at the event you could introduce them to? Do you know anyone who could help solve a challenge they have? Do you know the person they want to connect with? Could you suggest a good alliance for them?

3. Be Unique
Stand out through your appearance, be impeccably groomed, wear bright colors, an interesting tie, distinctive jewelry, a nice perfume or cologne. You do not have to be too out there, you just don’t want to blend in. Gentlemen, take the time to shave. You can’t imagine how quickly you can warm people to you or push them away.

4. Openly Participate at Events
A lot of networking events give you the opportunity to participate in discussion ask questions and give input. Use this opportunity to showcase your knowledge. It is not advisable to monopolise the conversation or say something just for the sake of saying it. You want to share an intelligent point, ask a good question, use a relevant analogy as this will show your professionalism and expertise and can show a practical application of what you provide. Raising a good point and sparking more in depth discussion can be a fantastic way for people to remember you.

5. Use Memory Joggers for Key Information
People aren't going to remember long descriptions of what you do, or likely even your infomercial. People will at best remember a few key things about you; your name, business name, industry and perhaps your specialty and location. To assist people in remembering these points use them in conversation as much as possible. For example there is a story behind the name ConnectWorking, perhaps there is with your business name or logo, a stand out client testimonial. Use anything that can reinforce your details to people.