Many people believe the more networking they do, the more business they will bring into their office. This belief applies both in the physical and social media realms.
But according to one expert, it is time for a "networking reality check," because the quality of the people you network is more important than the size of your network.
"A network of 10 people who continuously work on our behalf, giving us business leads and career help, is far more valuable than 1,000 people who won't return our calls" says Randall Craig, author and president of Pinetree Advisors, Toronto. "Networking is more than just collecting business cards, adding new LinkedIn Connections or Facebook friends."
He provided some tips on building the quality of your network. First, " Fish where the fish are: Improve the quality of your network by attending events where you will find people who can help you. It could even be at children's soccer games or neighborhood BBQs."
Second, is to ask people you are just meeting for the first time open-ended questions. This, he said, helps you to understand their needs and to find out if you can create a mutually beneficial relationship. Also, ask people you know at the event to introduce you to the people that they know. "An introduction is an implicit endorsement, and highly valuable."
Finally, Mr. Craig said, "Within your network, add the most value to those who could help you the most. This could be done by sending them news clippings, introducing them to people in your network, or giving them business referrals; anything, so long as it is valuable to them. The more you deposit into your network bank, the more you can withdraw later."
A traditional one-on-one networking outlet has been the business lunch, but finances are now tight.
But business relationship expert and author Robin Jay suggests instead of lunch, take your contact out to breakfast.
"Client breakfasts can help you to share the love, make your clients feel special, and keep you on track with both your time and your budget," she said.
She shared her secrets for increasing business by breaking bread with clients, adding that a lot could go wrong if you are not prepared for the meeting, whether it is for breakfast or for lunch.
"Tight budgets and even tighter schedules are no excuse for skipping client lunches ... or for missing the opportunity to share breakfast or coffee with a client. Remember, a business meal is the best opportunity for you to take your clients out, show them that you care, make it about them, and gain understanding of how you can be of greater service to them. Why would you not take advantage of this incredible opportunity?" Ms. Jay asked.Other ways to break bread in tough economic times include:
Meeting for coffee. Be sure to treat your guest to a pastry or, if they live on the healthy side, a yogurt parfait.
Meeting after work. Order appetizers to go along with your drinks and take it easy. Set your limit before you begin. Be prepared to wrap things up after just one or two drinks.
Stop by their office with donuts, ice cream, lattes -whatever the time of day suggests, said Ms. Jay.
Each year, she declared, people are given more than 400 mealtime opportunities to use to build better business relationships. Using these when times are tough will be remembered when business picks up once again.
Randall Craig is an expert and author on career planning and work-life balance. For more information, visit
