Networking is often seen as a numbers game—collecting business cards, adding connections on LinkedIn, and attending as many events as possible. However, the true value of networking lies not in the quantity of connections, but in the quality of relationships you build. Developing deeper relationships in business networking can lead to greater opportunities, collaborations, and mutual support, ultimately enhancing your professional success.

Understanding the Importance of Depth

Building deeper relationships in networking goes beyond surface-level interactions. It involves fostering trust, understanding, and genuine connection. When you take the time to get to know others on a personal level, you create a foundation that encourages open communication and collaboration. These relationships can lead to referrals, partnerships, and even mentorship opportunities, all of which can significantly impact your career.

Active Listening and Engagement

One of the most effective ways to build deeper relationships is through active listening. When you engage in conversations, make a conscious effort to listen more than you speak. This not only shows that you value the other person’s thoughts and experiences, but it also helps you gather insights that can strengthen your connection. Ask open-ended questions to encourage discussion and demonstrate genuine interest. People appreciate being heard, and this can create a bond that sets the stage for a lasting relationship.

Follow-Up and Consistency

After meeting someone, don’t let the connection fade away. Following up is crucial for building and maintaining relationships. Send a personalized message to express your enjoyment of the conversation and reinforce any key points discussed. This can be a simple email or a message on social media. Consistency is key—regularly check in with your contacts, share relevant articles, or invite them to events. Showing that you remember them and care about their success will go a long way in deepening your relationship.

Offer Value First

In business networking, it’s easy to focus on what you can gain from connections. However, shifting your mindset to one of giving can create a more fruitful networking experience. Look for ways to provide value to your contacts, whether it’s sharing helpful resources, introducing them to someone in your network, or offering your expertise on a subject. When you prioritize the needs of others, you build goodwill and trust, which can lead to reciprocal benefits in the future.

In today’s fast-paced world, networking has evolved significantly. Traditional networking methods, such as face-to-face meetings and events, are now complemented by the rise of social media platforms. Both approaches offer unique advantages and challenges, making it essential to understand their differences to maximize your networking potential.

Traditional networking involves in-person interactions, typically at events, conferences, or professional gatherings. This method emphasizes building genuine relationships through direct communication, body language, and shared experiences. One of the key advantages of traditional networking is the personal connection it fosters. Face-to-face interactions allow for deeper relationships, as you can gauge reactions and build trust through non-verbal cues. The immediacy of in-person conversations often leads to instant feedback and discussions, enhancing understanding and clarifying any uncertainties. Additionally, networking events provide opportunities for dynamic engagement, enabling you to ask questions and share ideas in real-time. These memorable experiences can help you stand out in the minds of your contacts.

However, traditional networking also comes with its challenges. It can be time-consuming, as attending events and meeting individuals face-to-face requires a significant investment of time. Geographic limitations may restrict your ability to connect with professionals outside your local area, and many individuals find in-person networking intimidating, leading to missed opportunities due to social anxiety.

On the other hand, social media has transformed the networking landscape by enabling connections across vast distances. Platforms like LinkedIn, Twitter, and Facebook provide a space for professionals to share insights, engage with content, and connect with others in their industry. One major advantage of social media networking is its wider reach. It breaks down geographic barriers, allowing you to connect with professionals worldwide, which can lead to diverse opportunities and collaborations. Engaging with contacts online can also be time-efficient, making it easier to fit networking into a busy lifestyle. Moreover, social media allows you to share your expertise through articles and posts, enhancing your visibility and establishing you as a thought leader in your field while helping you cultivate your personal brand.

Despite its advantages, social media networking presents challenges as well. Digital interactions can often feel impersonal, making it harder to build genuine relationships compared to face-to-face meetings. The sheer volume of content on social media can be overwhelming, leading to important messages or connections being overlooked. Additionally, while it’s easy to accumulate connections online, maintaining meaningful relationships can be challenging when you’re focused on numbers.

In the world of sales, understanding your audience is crucial. The B.A.N.K. system provides a unique framework for categorizing personalities into four distinct types: Blueprint, Action, Nurturing, and Knowledge. Each type has its own values, motivations, and preferred communication styles. By recognizing these differences, you can tailor your approach to maximize engagement and close deals effectively.

Blueprint: Living Inside the Box

Blueprints are the meticulous planners of the B.A.N.K. system. They thrive on stability and structure, preferring to operate within established boundaries. Their mantra, “better safe than sorry,” reflects their cautious nature. To effectively sell to a Blueprint, you must focus on minimizing risk and providing a clear path to success.

What Blueprints Value:

• Stability and predictability
• Structured processes and systems
• Responsibility and duty
• Credentials and tradition

Sales Tips for Blueprints:

1. Be Professional and Organized: Arrive early and come prepared with a step-by-step plan.
2. Present Facts and Proof: Use data, testimonials, and references to build credibility.
3. Minimize Risk: Clearly outline how your solution reduces uncertainty and stays within budget.
4. Avoid Overstating Claims: Stick to facts and avoid being overly pushy.

Action: Thriving Outside the Box

Actions are the go-getters, driven by excitement and competition. They love the thrill of new opportunities and value flexibility and spontaneity. When selling to an Action, focus on how your offering will help them achieve big wins and stand out from the crowd.

What Actions Value:

• Freedom and excitement
• Competition and winning
• Spontaneity and attention
• Fun and lifestyle

Sales Tips for Actions:

1. Be Enthusiastic: Show passion and energy in your presentation.
2. Get Straight to the Point: Skip the small talk and highlight key benefits quickly.
3. Create Urgency: Convey the idea that time is money and emphasize limited opportunities.
4. Connect with Influencers: Introduce them to other successful individuals who can inspire them.

Nurturing: Recycling the Box

Nurturers prioritize relationships and authenticity. They thrive on connection and often seek meaning in their engagements. To close a deal with a Nurturing personality, focus on building a genuine relationship and demonstrating the impact of your offering on people and communities.

What Nurturings Value:

• Authenticity and personal growth
• Relationships and community involvement
• Ethics and contribution

Sales Tips for Nurturings:

1. Be Genuine: Show that you care more about their well-being than simply making a sale.
2. Share Your Mission: Connect your offer to a cause or community initiative that resonates with them.
3. Introduce Your Team: Help them feel part of a larger community.
4. Maintain Eye Contact: Foster a warm, friendly environment where they can feel comfortable.

Knowledge: Engineering the Box

Knowledges are the analytical thinkers who value logic and expertise. They seek data-driven solutions and appreciate a well-reasoned argument. When engaging with a Knowledge personality, be prepared to present comprehensive information and defend your product's merits.

In today's digital age, customer reviews can make or break a business. They are not just testimonials; they are powerful tools that can significantly impact your reputation and bottom line. Here’s how you can harness the power of reviews and integrate them seamlessly into your marketing strategy to drive business growth.

Why Customer Reviews Matter

Customer reviews are more than just feedback; they build credibility and trust among potential customers. A majority of consumers read reviews before making a purchase decision, and positive reviews can influence their perception of your brand. By actively managing and encouraging reviews, you can enhance your online reputation and attract more customers.

Increasing Customer Engagement with Reviews

Encourage Feedback: Actively request feedback from your customers after every interaction. Make it easy for them to leave reviews by providing clear instructions and multiple platforms (e.g., Google My Business, Yelp, Facebook).

Respond Promptly: Engage with your customers by responding promptly to both positive and negative reviews. Thank customers for their positive feedback and address concerns raised in negative reviews professionally and empathetically.

Incentivize Reviews: Offer incentives such as discounts or loyalty points for customers who leave reviews. This not only encourages participation but also shows appreciation for their feedback.

In today's fast-paced professional world, leveraging AI automation can significantly streamline your LinkedIn activities, saving time while maximizing impact. Here’s how you can harness the power of AI to enhance your LinkedIn strategy:

1. Automated Outreach and Messaging

   AI-powered tools can help personalize and automate your outreach messages on LinkedIn. By analyzing profiles and engagement patterns, these tools can craft tailored messages that resonate with your connections, saving you time while maintaining a personal touch.

2. Content Curation and Scheduling

   AI algorithms can analyze your LinkedIn feed and industry trends to suggest relevant content for sharing. Additionally, AI tools can schedule posts during optimal times for engagement, ensuring your content reaches the right audience without constant manual oversight.

3. Profile Optimization and Recommendations

   AI-driven analytics can provide insights into optimizing your LinkedIn profile for better visibility and engagement. From keyword suggestions to profile completeness checks, these tools help you present a compelling professional presence effortlessly.

4. Network Expansion and Lead Generation

   AI can analyze data across LinkedIn to identify potential leads and suggest new connections based on your professional interests and goals. This proactive approach expands your network strategically, opening doors to valuable business opportunities.

As leaders in the realm of business networking, we understand the pivotal role that social media plays in expanding your professional reach. Today, we delve into the seamless integration of real-world connections with digital networking to empower our members in building robust business networks.

Embracing Synergy: Real-World Connections and Digital Networking

At the heart of effective networking lies the ability to bridge the gap between face-to-face interactions and online visibility. Here's how our members can harness the power of social media to enhance their business networks:

1. Crafting Your Online Persona
   Your social media profiles serve as virtual business cards, showcasing your expertise, accomplishments, and unique value proposition. Optimize these platforms to present a compelling narrative that resonates with your target audience, enhancing your professional credibility.
2. Fostering Authentic Engagement
   Engagement is the cornerstone of meaningful connections in both offline and online spheres. Encourage our members to share valuable insights, participate in industry discussions, and actively engage with their network's content. Genuine interactions build trust and credibility, laying the groundwork for mutually beneficial relationships.
3. Leveraging Our Networking Groups
   Our networking groups provide a fertile ground for expanding your digital footprint. Encourage active participation by joining relevant groups and contributing thoughtfully to discussions. Position yourself as a knowledgeable resource within your industry, enriching your network with valuable connections and insights.
4. Nurturing Meaningful Relationships
   Quality connections transcend mere transactions. Encourage our members to invest in relationships by listening attentively, offering support, and demonstrating genuine interest in others' success. These authentic connections are more likely to yield referrals and collaborative opportunities, fostering long-term business growth.
5. Harnessing Analytics for Strategic Insights
   Empower our members to measure their networking efforts through social media analytics. By tracking engagement metrics, monitoring audience demographics, and refining strategies based on data-driven insights, they can optimize their digital presence and amplify their impact within their industry.

Conclusion

As leaders in business networking, we empower our members to seamlessly integrate real-world interactions with digital networking strategies. By leveraging social media effectively, our members expand their reach, nurture meaningful connections, and unlock new opportunities for business growth. Embrace the synergy between face-to-face networking and online engagement to elevate your professional journey and achieve greater success.

Ready to elevate your networking game? Embrace the power of social networking to connect real-world people to your social media marketing strategy. Your next business breakthrough awaits.

The path to anything you want is worth the journey. You may be tempted to shy away from the journey and the waiting and move on to the low hanging fruit. But I’m here to promise you that if you stay on the higher path, there are just a finite number of steps you need to take to get you where you want to go.

You can know for certain whether we are a good fit for you by asking yourself these two questions: How many people do you know today who understand your business and the type of customers you need? How many of those people are committed to going out of their way to help you grow your business?

If that number is less than thirty, then you should look closely at joining an NIA® group.

As you come to NIA® and allow yourself to integrate into our culture, you will become a master at networking. This will set you apart from your peers. You—who understand how to apply the law of the farm and build meaningful, mutually profitable relationships in every area of your universe—will be in a better position than your competitors in business and in life.

We also want to help you find your dream and your purpose. We will do that by first lending you ours. You will find that the best way to find yourself—your passion, your drive, your vision—is to first lose yourself in service. Your unique talents and passion for helping others will in turn help others who may be less fortunate.

We recognize the value of service, which is why we create service opportunities for all of our group members. Other networking groups don’t have time or even an interest in community service because they are so absorbed in the volunteer labors of managing their groups. Community service isn’t even on their radar. But with NIA®, this is the core of our culture—giving back to the communities that have been so good to us. It’s about making an offering of our talents and gifts, while also understanding that what we put out there comes back to us a hundred-fold.

As we thoroughly discussed in Building Your Community Through Service, every group is required to do an annual community service project. Every group has to find something to get behind in order to give back to their community. You will have an equal say within your group as you come up with ideas of what to do. The group members themselves are responsible for selecting their cause because we understand that you already have causes that are close to your heart. The first gift we ask of you is that you share that cause with us and let us get behind it with you.

This is what networking is truly about. This is why we make it such a high priority to first set these expectations with our members and to teach them what true networking is all about. Most groups don’t teach networking. Honestly, I can’t think of a single other group that does. You just have to show up and perform the best you know how. At the end of the day, it’s a game of survival of the fittest. You sink, or you swim. However, networking is not a game of luck. It is a game of strategy.

At NIA®, we will hand you the playbook for successful networking practices. Your group leader will work with you, one-on-one if necessary, to help you master the techniques that will bring you success. This is not some vague concept of success, either. Your success in NIA® is first measured by the minimum ROI that you and your group leader have agreed you must have within your first year. That success is our guarantee.

We will teach you about the importance of relationships and the law of the farm. We will show you the ins and outs of successful networking so that you can easily grow your business and your network. It’s imperative that you learn these skills—not just for your sake, but for ours. You are the next generation of leaders! There are nuances to leadership and relationships that you can’t learn without being steeped in that culture. At NIA®, we want to be a part of your growth.

I had a young guy join one of our Houston groups who worked for a telecommunications business. He was very socially forward and made friends fast. People warmed up to him and he warmed up to people easily. After being in the group about four months, he changed companies and wanted to drop out of NIA® because he didn’t think it was a good fit for him anymore. He wanted to spend his time exclusively with owners of large companies who had “multiple phone lines and needed massive telecommunications needs.” So, he was looking at the people in the room and saying, “These people can’t help me.”

I told him, “It works for every industry, but it doesn’t work for every person.” That means that every industry can benefit from networking, but not every person knows how to make that happen. He didn’t understand that he wasn’t there to get business from the pest control guy or to be hired by the CPA. He was there to gain access to the hundreds and thousands of people they knew within their churches, communities, families, and schools. This is a mistake that a lot of people make. They don’t understand that these relationships are the doorway to the real harvest. He was only focusing on the low-hanging fruit. He also failed to realize how much he, personally, had to offer the group.

He couldn’t be persuaded to stay, and we do not chase our members. You either get it, or you don’t.

Within ten days of his leaving the group, I bumped into him. He mentioned to me that his wife had been out of work for over a year. He’d been struggling with his mortgage, his two car notes, and meeting the needs of his beautiful daughter. However, his wife had just gotten a new position that was introduced to her by a member of his NIA® networking group. Because of the relationship of trust he’d formed with another woman in the group, she had gone to bat for his wife and helped her find a job. Now, that’s a heck of a return on investment! Even though he didn’t give it enough time to reap the kind of customer he was looking for, those contacts were life-changing for his family.

There is no way to rush these types of relationships. You just have to keep showing up and showing up the right way. If you’re not finding the success you hoped for, then you have to look in the mirror before you start pointing fingers at the group. These are proven strategies and techniques across thousands of individuals and every single industry on the planet. If something is off, it may be your approach that needs adjusting. If you are practicing the techniques, then trust that the time-honored tradition of building relationships will have a payday.

We want to be at the forefront of teaching you, the next generation of business owners, about networking and the importance of sound business relationships. We coach you on how to build relationships that last a lifetime. In order for people to be comfortable referring to you, they have to know you, trust you, and know you’re going to take care of their family and friends. As a referral, you are an extension of their reputation, and they’re not going to put their hard-earned reputation at risk for a stranger they barely know. You can’t build that kind of relationship of trust by glancing down at someone’s name tag a few times a month. You can’t do that over a cup of coffee at Starbucks. You can’t do that when you’re just waiting for people to stop talking about what they do so that you can tell them more about yourself. No. Meaningful relationships take time and consistent deposits into the relationship bank account.

This is why world leaders get together for extended periods of time. Things happen when you spend time with people. There’s a long history of adversaries getting together because that one-on-one time opens you up to seeing things in a new way and with a new perspective. Leaders of the world go to Camp David to spend time together or they gather on the golf course because they understand that deals, alliances, and treaties don’t come from strangers. They come from people they like and trust. They come from relationships. Regardless of where you are right now in your career, it can only be improved by coming to understand the importance of relationships.

Now I need to have a not-so-private conversation with the millennials. First, Network In Action has a place for you, too. Second, this organization is going to stretch you a little bit, but in a good way. And finally, when you succeed here as a member of our group, you will be prepared to succeed in every other aspect of your life. So, I invite you to come, learn, and stay.

You are a master of this fast-paced culture where everything happens for you in an instant. You don’t have to wait on food, mail, relationships, transportation, or information. Something this culture is not equipped to hand you in an instant, though, is a purpose. I know you crave that. I know you want to make an impact on the world around you. I know that you hunger to be seen and acknowledged for what you have to offer. I know that you want to contribute in a meaningful way. You are surrounded by people who tell you that you can be and achieve anything you want. However, what is often left out of that conversation is that in order for you to be and to get, you have to do. And it’s not about taking a certain number of steps, it’s about taking the right steps.

Be patient with yourself as you learn the trade of successful networking. Some people are natural networkers. They can walk into any room and they’re comfortable. For other people, it doesn’t come as easily. However, they can still be great networkers. At NIA®, we challenge you to come as an active participant, and we create avenues to help you do so more naturally. From the way that we arrange the room to the activities we choose, our aim is to help you successfully network, even if you’re not already an accomplished networker. We gently put you in a position to naturally stimulate your networking skills. To take full advantage of that opportunity, you need to come with your game face on and be ready to go.

You need to have a focus prior to coming into the meeting. Just as you wouldn’t walk into a sales call, a webinar, or any other presentation without being prepared, you shouldn’t walk into a networking meeting without some kind of preparation either. Sometimes that’s just as simple as looking in the mirror and having a meeting with “the board of directors” and deciding that you’re going to make this the most valuable time of your week or month because it has the potential to increase your business.

The number-one mistake I see most often is people not carrying a business card, not having a card that appropriately represents their brand, or using the business card as a way to avoid making an adequate connection with other people.

Bringing business cards sounds so simple, but even I sometimes find that I didn’t bring enough cards to an event. However, you absolutely need to have a professional business card that represents your brand. It amazes me when I meet people who understand the value of branding, spend large amounts of money to brand themselves, and then throw together a business card that’s unprofessional, doesn’t represent their brand, or don’t even carry a card with them.

Others may have an appropriate business card, but they don’t know how to use it. They immediately stick the business card in people’s hands before they’ve even had the chance to make eye contact or some other form of emotional connection to get the person to remember them. Giving out a few business cards doesn’t mean you’re networking, nor does the number of cards you give out serve as an appropriate measure of whether or not you had a successful event. Yes, you want business cards. Yes, you want them to be professional. But you don’t want to simply let the business cards do the talking for you.

Most networking groups are full of cliques, though that is the last thing you want when you’re paying to connect with all the members. This isn’t just true for those who may be left out of cliques—this is also true for the “in crowd.” Each member in your group comes with unique gifts to offer. Don’t limit your association to just a few select members, or you will miss out.

You’re not likely to see cliques in our groups, even if you have a tendency to move toward them. Our leadership is armed with strategies that guarantee you’re not going to see a clique for more than one meeting. We train our franchise owners to be on the lookout for them. Because we move around in every meeting, we can move people who are in a clique to another spot to participate in another activity with other people. No one in the group even knows it’s happening. However, one of the things that I’m told most often by guests is, “I’ve never been to a networking group where I was so welcomed and felt so little pressure to join.” I’m often told by members, “You know, one of the things I love about Networking in Action is that there aren’t any cliques.”

Be sure to check your mood at the door. There’s no one in the group who is going to listen to you go on and on about the drama in your life and then feel comfortable referring to you. If you show up and only want to talk about your children’s problems and how they’re taking you away from work, or how you can’t focus because you’re getting a divorce, or how you’re taking care of a sick family member and you’re taking time off to deal with that—why would anyone want to refer someone to you? And yet, people do just this all the time.

We had a member a couple years ago who represented a local dental office. She came to every meeting and bashed her employer the entire ninety minutes. After two or three meetings of this, I finally pulled her to the side and said, “Do you think there is anyone in this room who wants to send their family members or friends to your office for dental work when you’re bashing all of its business principles and questioning its integrity? Nobody’s going to refer to you. You’re wasting your time.” After another month or two of the same type of attitude, we replaced her.

Bringing drama into a meeting does not give people confidence to refer to you. It’s not a place to go to dump your problems and your attitudes on the other members. They’re there to learn about your business—and you. If you want others to refer to you, refrain from airing all of your or your company’s dirty laundry. Treat the opportunity professionally and check your drama at the door.

When you can’t be there in person, it’s important that you send a substitute. We understand that things come up—an opportunity for a big sale, client fires, or a personal matter that requires immediate attention. That’s going to happen to you, as it happens to the best of us. However, when it happens, send someone to attend in your place.

If four people are getting together for a campout and they each agree to bring one of the four meals that weekend, what happens when only three people bring food? The whole group is going to have to skip a meal, and you can bet there is going to be some animosity towards the person who didn’t bring his share. It’s the same thing with networking. If thirty people show up when they all could have been doing something “more important,” and yet they still make the sacrifice to come, and you don’t, what you’re screaming at them is, “My time is more important than yours.” That’s the last thing you want people to feel when you’re trying to build trust.

People often don’t realize how important it is to send a substitute. However, those who value networking and value relationships will take the time to find one. And honestly, finding substitutes for an NIA® meeting is not nearly as painful to find as it would be for those traditional meetings. At our meetings, they are going to be treated to real networking, a beer or wine, a nice appetizer, and the meetings are full of great business owners and decision makers.

Showing up physically is important for obvious reasons. If you’re not there, you’re not networking, which is a sure way to ensure that networking isn’t going to work for you. So, first and foremost—be there!

People join networking groups and sabotage themselves all the time by thinking they just have to sign the check and walk through the door. This couldn’t be further from the truth.

When you take the time to be there in person, make sure you’re also showing up with your attitude, heart, and mind. I have seen people come into other meetings and sit down in the corner and pull out their laptops and start doing work instead of mingling. As previously stated, networking is like a sandwich—what goes on before and after the meeting is just as important as what happens in between. So, if you’re there working on your computer, what are you saying to your fellow members while they’re walking around getting to know each other? You’re screaming at them that you’re socially uncomfortable, your work is more important than theirs, or that you just don’t care about learning more about them. So why would they want to refer to you? These are all great ways to keep members from getting comfortable with you. Put away the distractions and be present.

We do our best to create an environment that will help you do that. We know 100 percent of the people in our meetings have cell phones, so after checking in on Facebook at the beginning of the meeting, giving yourself pavement points for attending, and putting your next Network In Action meeting and any coaching sessions you have coming up onto your calendar, the franchise owner requires everyone to put their cell phones away. It’s just too tempting to be distracted when you have your office right at your fingertips.

In many of our groups, the group leaders have instituted a rule that if someone is on a cell phone at all during the meeting, then that person has to buy someone else in the group a drink at the end of the meeting. Whatever the rules are from group to group, at the end of the day, we’re creating an environment where people want to be there, and they are committed to making the other people in the room the most important thing for the next ninety minutes.

Robert Kiyosaki, the author of Rich Dad, Poor Dad, said, “The richest people in the world look for and build networks. Everyone else looks for work.”

The value of creating and maintaining your personal network can completely transform your business. However, there is an art to it, and if you’re doing it wrong, you’re lucky if the only consequence is no business as a result! In the typical networking meetings out there, you may be able to get by even if all you do is sit back and watch because the meetings are designed around the guests. You can go to most traditional networking groups and sit there very passively with an attitude and still get some value out of it. (However, most weekly networking meetings leave little time to truly network.)

To become a master networker, however, you need to adopt the best networking practices. This takes mindfulness and intention. You will be most successful when you take time to prepare yourself for each networking meeting you attend. If you were going into a meeting with someone who is building your website, you would be prepared. You would be focused and know the purpose of that meeting before you ever walked through the door. That is the same way you should treat any networking meeting. Be prepared by knowing what to do and what not to do.