Top 5 Takeaways from “Turn Your Network into Net Worth”

NY Report’s “Turn Your Network into Net Worth” event last night at Lighthouse International in NYC brought together more than 200 business owners looking to improve their networking skills to find and retain more business. The panelists were FUEL Outdoor founder, Sergio Fernandez de Cordova; Neuman’s catering president, Paul Neuman; and Atlantic - Tomorrows Office president, Larry Weiss. Here are five quick tips from the discussion: 

1. Soft-sell while networking, especially within non-profit organizations
Joining a non-profit you’re passionate about to potentially up your sales is a good thing. Overselling within that organization is not. Take the soft-sell approach so members won’t feel overwhelmed, annoyed or question your integrity. Become a resource for the other members before asking for their business or for introductions. Also, think outside the box when choosing organizations to get involved with (i.e., a unique venue like the Friars Club or your target markets professional organization).

2. Ask personal questions to build rapport
When meeting someone new, a great way to get people to warm up is to ask, “How did you get into your business?” To nurture existing relationships, asking simple questions like “How did your daughter’s birthday party go?” or “How was your vacation to Miami last week?” will help build a trust with new contacts, and will almost always lead to business talk. Find common ground, identify opportunities through active listening, and stay engaged. Doing so will up your chances of securing a one-on-one meeting.

3. Follow-up, really  
Most people send follow-up emails the day after an event, but how many take the time to mail a letter? Taking the time to type up a friendly letter after meeting someone shows them your value and commitment, as well as theirs to you. Mailing a letter helps break through email clutter, shows extra interest and is a nice gesture towards the recipient.

4. Idle time leads to opportunities
Even if you don’t have any pending business with a contact, reach out to them every few months to remind them that they are still on your radar. Next time you are waiting for a flight or standing in-line, pull out your Blackberry and reach out to someone you haven’t touched in a while, regardless of whether or not you have immediate business opportunities.

5. Network strategically
Set a goal of making one new relationship each month and attend at least four networking events per month. Make sure the events you attend will make you a resource to the people there. If an event won’t ultimately up your business contacts, don’t go.