Business Networking: How to Build Professional Relationships

Business Networking: How to Build Professional Relationships

Hey everyone, it’s Andy with this week’s for
Tips for Work and Life. Today we’re going to talk about networking
and specifically business networking and how to build professional relationships. I love this topic. I love this topic because I love people, I
always like expanding my network. I love building new relationships. I love learning from people. I really love helping people. But, for you all out there, no matter what
your job is, over the length of your career, your network and it’s health and strength
is going to be your single greatest advantage in succeeding in your career. Sure, a lot of you start now, you have some
smarts, some hard work, good job, all that sets you in the right direction, but over
the long-term, over a multi-decade career that simple will not be enough to be truly
successful. So, want to talk about two major areas related
in networking. Number one, my seven key principles for how
to do it successfully and then a five step plan of attack to execute those principles. And I think that’s a big, big advantage for
you is to know exactly how to do this. So, let’s get right into those principles. This is really to level set us all. I know a lot of you know these principles
but just because you know them doesn’t mean you’re going to be successful. Let’s get a running start with those. Number one, my first success principle on
networking is, it’s an all the time thing. You need to do it all the time. If you only do it when you need it, you’re
not going to be successful and most, most of the time, when you need to network it’s
already too late if you don’t already have a healthy one, if you haven’t already built
it. So, that’s number one it’s an all the time
thing, you need to be very, very consistent. Number two, give first, give value first to
the other people before you ask for something. And it could be anything, but whatever value
you can provide, you’re time, energy, education, favors, whatever it might be, but give them
value first. Number three, you want to give more than you
take. Put more into the networking bank. Keep making deposits, keep making deposits
before you make withdrawals. You want to make sure that you’re giving more,
you build up a bank of good will, you start to earn a reputation as a giver, that’s a
really, really, key one. Number four, this is about building lasting
relationships and the only way you can do that, is to do it live. I know I’m talking to a camera, but you get
the point, this is not an email thing. This is human interaction, dialog in person,
or at least on the phone but you want to make sure that you’re actually spending time, the
other person can see you and hear you. So, you want to make sure that you’re doing
it live. Number five, this is where you build trust,
always follow through and do what you say you’re going to do, whether it’s provide them
some information, make a referral, whatever it might be. You want to make sure that you’re known for
having a good word. That your word is your bond, you are trustworthy,
you are dependable. That’s number five. Number six, you want to make sure that you
are moving it forward. You want to expand their network. If the interaction between you and me dies
with you, you haven’t helped me build my network. So, you want to make sure you’re thinking,
how can I help expand this person’s network? Who might be good for him or her to know? You want to pay it forward, you want to move
it forward, you want to expand their network, that is a big, big key to networking in general. The point is for both of you or many of you
or whoever you’re interacting with, to grow your networks, to grow them, to meet new people. Number seven, even though this is human interaction,
you still have to have a systematic plan that allows you to execute it effectively, you
have to have a plan. We’re going to talk for the rest of this video,
we’re going to talk about that plan but I want you to realize, these seven tenants,
these principles that I just mentioned. I know a lot of you know them. You’ve probably read books and seen blog posts. Lot of them just leave you here. Well, that’s great but that’s not what’s going
to make you successful. What’s going to make you successful is the
first principle, be consistent, do it all the time and the last principle that I mentioned,
you got to have a plan. So, let’s talk about that. Now, I’m going to give you the plan that has
served me well over multiple decades and I’ve been doing this for many, many years. I have an extremely healthy network, this
process works. Now, the first place to start, which many
people, some can see this inherently but others don’t really recognize this. You have to set your networking goals. Just dialing up people, calling them and emailing
them isn’t going to get you where you need to be, you have to have a goal. And what do I mean by goals? I think there’s many goals but there’s basically
four worth mentioning now. You might just want to educate yourself or
advance your knowledge in particular areas or markets or industries, or whatever it might
be. So, simple education could be a goal. camaraderie, sharing, that could be a goal. What about you job hunters? Getting your next job, that could be a goal
or some type of career related goal. Or, maybe you’re a business owner or maybe
you’re a corporate employee but you’re looking to grow your partnerships and you’re looking
to grow your channels or you’re looking to secure new customers. Whatever your goal is the first thing you
need to do is identify it so you can fill in the rest of the plan so it’s more direct. So number one, what is your goal? Number two, then you head into research. So, who do I know that might be able to move
me toward that goal? And, who might they know who can move me toward
that goal? Or, who do I want to know, that I think will
move me toward that goal? And, do I know anybody or how can I get to
that person? So, that I can communicate to him or her,
develop a relationship, start building some value for them and some trust with them so
that they ultimately can help me. So, this is really, the second step is about
researching. It’s about putting out and trying to identify
who you know, who they know, and who you need to know. And, it’s really about what I like to call,
building a relationship map. Literally, it could be a list of people, could
be a diagram, whatever it is that you want to do but you have to build a relationship
map. Step number three, is once you collect a lot
of those names and those individuals, then what I would do is I would try to identify
somewhere between 60 to 100 people that you can connect with over the course of the year. Doesn’t have to be all at once. You’re trying to build yourself a nice list
of individuals, not everybody’s going to get back to you, so you want to make sure that
you’re identifying the right people. You never know, they might help expand, by
the end of the year you might have 200 people but just spend an hour a month just looking,
gathering this research, trying to identify these individuals who can help you but you
have to identify the individuals. Number four, you want to start drafting the
messages and the communications that you’re going to use to reach out to them. Now, I’m not talking about putting static
templates together for everybody. I’m just talking about, you’ve probably got
three or four consistent messages that you’re going to send out to people. I would, depending on the strength of your
relationship, you might just pick up the phone and call them. If you don’t know them very well, you might
want to send them a cordial email. If you don’t know them at all and they’re
a hard person to get a hold of, you might want to be a little more formal. But whatever your tactic is going to be, you
want to have a couple of pre-canned messages that you can then tailor for each individual. But, so that you’re not constantly writing
them over and over again, you want to make sure that you’ve got some templates. So, I would just spend some time, you only
need to build those once. You can massage them however you need to whenever
you get to the point where you’re going to contact somebody in particular. And then, what I would do, step number five
is, I would execute that plan. So, executing the plan for me is, at the beginning
of every month, I go into my list of people and my relationship map. I look at five people that I would like to
contact, whether I call them or email them and I send them a message around the first
of the month, just seeing if they want to get together, whether it’s on the phone, lunch,
coffee, dinner, whatever it might be, a Saturday afternoon, however it might be. But, you want to pick a handful of people,
five or six folks that you want to reach out to. You want to send them your message and you
want to give them about a week to get back to you. Everybody’s busy and five people may sound
like a little or it may sound like a lot but keep in mind, the goal here is to try and
spend some time with them, not just shoot them a quick email. So, you want to give them a chance, if all
five of them get back, then you got to find some time in your calendar. Now, all five of them might not. If they don’t, after week one, reach into
your list of people in your relationship map, pull another one out and keep going. And you want to do this, throughout the year
and you can continually grow that list of 60 to 100 people, you can add to it. You can move people in and out depending on
who’s getting back to you. But the point is, you’ve now got five steps
and you could massage this plan however you need to meet your particular goals but the
point is to have some specific regiment. So, let’s just review it. You want to make sure that you’re directed,
number one, you want to identify your goals. Number two, you want to do the research, you
want to build a relationship map and you want to identify the individuals you want to reach
out to and you want to target individuals who you don’t know who you might want the
to reach out to. Then, you want to gather and put a plan together
for say 60 to 100 people that you can contact on a monthly basis throughout the year. You want to, number four, you want to develop
your communications with them so that you can quickly grab the template you need and
shape it for how you want to direct it to them. And number five, then you want to execute. So, whether it’s the beginning of every month,
the middle of every month, the end of every month. You want to reach out to five to six people
so that, with the goal in mind to spend some time with them to develop both of your relationships,
build that trust, expand those networks and all those other principles that we talked
about, so that you can also build deep relationships that’ll help you over the long haul. So, I hope that helps. Now if you enjoyed this video, give me a like,
a comment and a share and if you are watching it anywhere other than my YouTube channel
or the Tips for Work and Life blog, hop over to the blog or hop over to my YouTube channel. I got tons of downloads, free eBooks, giveaways,
free webinars and a lot more to help you with networking, your career, your job searches
and anything else that you might need related to personal development. Until next week, have a great one.

Author: Kevin Mason

41 thoughts on “Business Networking: How to Build Professional Relationships

  1. Hey everyone, this video is now open for business! Let me know what your biggest issues or questions are with networking. I'm happy to help!

  2. Hi Andrew,
    Great tips on networking. I was just thinking about it this week how I was going to reach out to others and see where I can help them. I truly believe in helping others first before my self it just makes me feel like I accomplished something good…. And at the same time I feel more confident within my self to make better decisions. Thank you as always!!

  3. Great advice Andy! The topic of networking always reminds me of my favorite quote from you: "It's not what you know. It's not who you know. It's who knows what you know."

  4. This is awesome. I'm a musician for a living and I just moved to NY. This really helps me have an idea how to get some relationships built that may open up opportunity for more work. Thanks!

  5. Great advice, hoping to build a network this year. Do you think its better to focus on friends and family or should we apply this advive to brand new relationships?

  6. I am about to start a new job and this is a great reminder and also a help for me to plan my first 90days plan. Thank you.

  7. enjoyed listening to you Andrew – makes a lot of sense and I think I'm following the logic here 🙂 My biggest issue 'was' remembering everyone I meet out in the field, but I think I've solved that now – never forget anyone now via an app. Other issue is finding more time for networking 🙂

  8. Mrs.StephanieMiskowicz-Lhila I believe having a strong Bussiness Skill will keep me and my emotions separated. An keep my goals set as a women an for me to follow through with what ever I have to do .I must make sure that I am dependable . An to make sure all goes as planned.

  9. Hey Andrew! Your videos are really helpful and to the point. Thanks and keep up with your great work. I'm in college now and I'm interested in getting a job referral from a 70 year old alumnus working in a reputed company. Apart from connecting in linked in and email I wish to go an extra mile in convincing him to offer a recommendation. Any suggestions?

  10. Good Afternoon, I would like to ask how Venture Capitalists grow their professional networks of executives, service providers, etcetera?

  11. Hi Andrew. Thanks for the video. I have a question: Making friends is about building relationships. Networking is also about building relationships. My question is…. how do you distinguish between the two? Thanks

  12. This was very helpful networking is the biggest key to success and some of us do need guidance on how to communicate with others

  13. Hi Andrew, Thanks for the Amazing video, really enjoyed listening to this video. Was wondering if you have a sample (networking) template on your website.

  14. Create value and give more than receive, how do I do that if I am just a second-year business school student with little experiences?

  15. This is golden information. Recently met the commencement speaker and when I reached out the email didn’t send or save. The template I something I’ll utilize from here on out.

  16. Yasssss!!! This video gave me life and was so timely! I can wait to execute these 5 key steps!!! Thank You

  17. Hi I’m Wesley. I’m 17years old. I am planning on building a hotel.The Hotel is called Havx Hotel. I have a Facebook page for it, but I was wondering if you could check it out.

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