Meeting and greeting folks are the 1st steps to networking. They’re how we gain “visibility” and enter into the “knowing” that somebody exists. Ever realized that it’s in this initial step of networking that people appear to focus? “Grip, Smile and Graze” is a saying that I have coined that describes this most important step.

It describes the outward behaviour that folk exhibit in the first stages of networking. Working the room, is a very important skill just working the room keeps you stuck in the “grip, smile and graze” loop. To destroy thru this, a solid system helps you make the maximum of your networking moments.

Steven Covey’s first habit from his book, “The 7 Habits of very effective People”, is “Begin With The End In Mind.” That is your pre-work before a networking situation.

What is it you would like from this networking time? I talk to thousands of folk a year and each time I say this statement, “Time is -” they enthusiastically fill in the blank in unison – MONEY! As a coach, I lead folks thru a shift that possibly “Time is MORE VALUABLE than money”. Every one of us can invest cash in tactics which make it grow, multiply and work for us. The Basin’s property market today, is awfully rewarding for somebody desiring to take a position in rental property and see some great return fast. from the kindergarten student to the wealthiest person on earth, we all have 86,400 seconds in a day – no more, no less. Your networking moments have to be purposeful investments rather than time pricey nibbling ventures! Just like every other sport, you have to know who is on your team. Networking is a contact sport! So, who are you in contact with? Your database is the most valuable “inventory” that you have.

It’s valuable in “fireproofing” your career, networking your way to work, looking for referral partners or contacting for clients. Did you know who is in your database? Have you got current info on them? Have you got info in your database that’s necessary to your contact? As an example, did you know where they went to college, what affiliations they belong to, are they married, have they got youngsters, etc.? There are 20 questions that may help you make great connections with your close contact network. Most important things first, though, ensure you have current info. It’s critical to you! Your social capital will identify your success.

As Wayne Baker states in his book, “Achieving Success Thru Your Social Capital”, your net”worth” is decided by your net”work”. Even in retail or a product-based business, we all know the value of our “inventory” in the backroom; the price of engaging in business; or the price of making an item sale-able. One of the director’s in the manager network I help, states the significance of “making your numbers work on paper instead of running out there and just expecting to make it work as you go.” Your social capital is very valuable so take inventory before you go spending time. There’s excellent value in the “Ready, target, Fire!” approach versus what you see happen with many networking groups which is “Ready, Fire!,Aim” That mind-set centers around the value of telling folks week after week what you’re on the lookout for and wishing that will validate them to find somebody. This is a “sales” model of networking. This model searches for to put more folk in the networking pool with sustained repeated reminders of what’s being sought and “voile” you find someone! It’s still the “quantity” model that was commonplace in the eighty’s, 90′s and early two thousand’s.

Just like Y2K our networking develops into being more “quality” based than “quantity” based. It’s not just “who” you know or “who knows you” it is “who knows you well!” I know, it is a shift! We shift into a “high tech, high touch” time, so your relations, your social capital, move into even bigger significance now.

What you can do? Cull your database. I know, it is not easy it’s required to control your network. Then, identify your status with each person in your database. Are they a client? Are they a referral source? Have you got great visibility with them? Do they give you testimony? Or, have you got great credibility with them?