or are uncomfortable in networking
situations. They’re in the office all the time
and they just don’t know what to expect,”
says Poland, who also serves as a Chamber
Ambassador. “Some people use LinkedIn,
but I find that it’s harder to initiate the
conversation there and get to know people.
It’s all static and you’re only interacting with
one dimension of a person.”
Companies like Critical Data Solutions,
Meridian Title Co. and others make it a point
for employees to get out and about and meet
new people. Those contacts may bring either
direct business or referrals.
“That face-to-face meeting is the
foundation of the trust and respect you
need for a successful business partnership,”
says Susan Schricker, an account manager
with Meridian Title Company. “I genuinely
do have an interest in people. I look at
(networking) as a challenge that’s fun and
rewarding. You put yourself in a new position
and you never know what you’ll learn or who
you’ll come across.”
A few years ago, Schricker worked the
Chamber’s annual golf outing. At lunch, she
located an open seat … and recognized no
one at the table.
“You really can’t be shy. You have to be
proud of who you are and for whom you
work,” she says. “I introduced myself and
talked about Meridian’s services. … As it
turned out, a person after lunch came up to
me and said, ‘I think I have a project I can
send your way.’ It wasn’t a company that
would have used us all the time and, really,
that person could have picked anyone for the
work. That’s an example of what can come
out of a nice chat.”
ometimes, networking is more subtle
than conversation.
First State Bank of Middlebury has started
providing shuttle service at the RV/MH Hall
of Fame during the hours of Biz-Ness Expo.
Lilly’s Party in Elkhart provides balloon
bouquets to spruce up Chamber ribbon
cuttings and member celebrations. The Re/
Max Mike Moore Team gives presentations to
‘Explore’ networking opportunities at
Biz-Ness Expo 2013
Thursday, Oct. 3 | 3-7 p.m.
Nothern Indiana Event Center / RV/MH Hall of Fame | 21565 Executive Pkwy.
Register online at Elkhart.org
Renew acquaintenances and spread the word about what your company
can do for others. Contact Denise Polachek, [email protected],
for sponorship and vendor opportunities.
groups like the Chamber’s Education Council
about its “Homes for Heroes” program. And
those are just a few. Think about the candy
jars, the coffee cups, jump drives and letter
openers around the office. Maybe those
aren’t quite as valuable as a professional
relationship built with words and
handshakes, but are noteworthy nonetheless
because of the brand recognition.
“All forms of networking
are done through
communications channels,”
says Horn of The Growth
Coach of Michiana. “If you
think strategically, your
company will get more out
of it.”
Strategy is where the art and science enter
the picture. Like all good business efforts,
a plan with contingencies can determine
the level of success. Horn says he does a
considerable amount of education on just
that aspect of networking.
“You have to narrow the target and get
some clarity in what you’re seeking,” he says.
“Think about three things. Who are you
talking to? How are you talking to them? And
what is the message you’re
creating? With clarity, you’re much more
focused … Biz-Ness Expo could be a great fit,
but it depends on your market. … It’s such an
important fundamental, knowing the targe t.”
ll networkers seem to agree those
preferred contacts come in varying
levels. A face-to-face may result in a nice
discussion with no chance for direct business;
that person, though, may know someone and
pass along a recommendation.
“You can assume the average person knows
250 people – a person who is really into
networking may have a much bigger group,
but let’s call 250 the average. They, in turn,
potentially know a total of 62,000,” Horn says.
“When you’re meeting five or 10 people, you’re
actually connecting with a lot more than you
think.”
A huge concentration – maybe 1,000 or
more – of B2B-focused networkers at BizNess Expo, for instance, can be a gold mine
for potential sales. Small venues with the right
people can be just as beneficial. Networkers
always have to be on their game like that.
“The one thing you have to realize,”
Schricker says, “is to always know the no and
look for the yes. You, as an individual, have
to believe in what you’re doing, believe in
the company you represent, and be patient.
Sometimes you’re fortunate right away;
sometimes it pays to be patient. You may not
get everything you’re after, but the rewards of
networking will come.”