6 Steps to effective networking

6 steps to effective networking

I recently attended a networking session where Hazel Walker was presenting.   The presentation was about the 6 steps to effective networking.   My first reaction was “what there are six steps to networking?”.  According to Hazel the six steps are:

• Trust
• Knowledge
• Need
• Solution
• Appointment / connect
• Follow-up

Hazel then went on to unpack the six steps:

1. Trust
   In order for a referral to take place there needs to be trust.   The referrer must trust the person they are referring to.  You do not build trust at the first meeting.  Trust is built over time.  You therefore have to invest time into relationships.
2. Knowledge
   You need to know the person whose services you are referring to and you also need to know the person that you are referring services / solutions to.
3. Need
   In order to receive a referral you need show others how to identify the need for your product or service.
4. Solution
   Once the person has identified the need for you product
5. Appointment / connect
   Take the next step and setup a coffee meeting and connect.  Again the only way you will increase referrals are to connect with people.  Make sure you connect on a regular basis and make sure people remember your and the services your offer.
6. Follow-up

Make sure you follow up! Follow up with the person you were referred to as well as the person referring work to you.   This way all parties will be informed and you will gain more referrals.

Once I sat down and thought this process through it made perfect sense. I have one thing to add to this though and that would be “givers gain”.  Networking is not a one way street so in order to get referrals you need to give them.

Thank you Hazel!

Tags: Effective networking, Hazel Walker, Networking