Preparing To Network - 7 Ways It Can Tip The Scales In Your Favor

Of all the things that hold people back from networking, one of the biggest is the belief that they don't have a networking personality. But if being comfortable connecting with others is the most recognizable trait of a successful networker, it's really only one part of the equation.

No matter how much networking I do and how much success I have with it, I'll always be an introvert. But the one trait that I rely on above all else is my propensity to prepare.

Here are 7 reasons why preparation is so important and how it can tip the scales in your favor the next time you're out making connections:

1. Gives you clarity about your GOALS for networking.

A runner has to know BEFORE he gets to the starting line whether he's running 2 miles or 26 miles. Each requires a different strategy for both training AND running the race. When you take some time before you network to define what you want to get out of the meeting or event, you can develop the best approach to achieve your goal. This might mean being sure you get to the event early to spend get some quality one-on-one time with a speaker, or working on a different elevator pitch to target a different audience.

2. Helps you articulate WHO you are and WHAT you need.

Being clear in your head about your objectives will help you tremendously when the time comes to actually talk about it with others. The inevitable questions of "What brings you here?" and "What do you do?" will be easier to answer, and consequently, easier for the other person to understand and possibly offer their help. Make sure you prepare concise and compelling answers in advance.

3. Ensures you ASK for the right thing from the right person.

Every so often in the mail, I'll get a sample copy of People Magazine en Espagnol with a subscription offer. The marketers have made the assumption that just because I have a Spanish-sounding maiden name, I must be (i) Hispanic and (ii) can read Spanish, neither of which is true. Essentially, they are asking the wrong person to buy the wrong product and wasting their money in the process. Thinking in advance about what you need will help you pinpoint who you might ask to provide it to you, and keep you from asking inappropriately.

4. Helps you FOCUS ON OTHERS rather than worrying about what you're going to say next.

I find when I'm prepared for an event, I'm more relaxed and can be more present in my conversations. I can really hear what the other person is saying, and not be distracted with trying to get my own thoughts together. Figuring that all out in advance keeps you from sounding anxious and desperate. You know you'll get your chance in the conversation to say what you've prepared to say.

5. Makes FOLLOW UP easier because you've already begun with the end in mind

If you've done your research and have a specific reason for speaking to someone at an event, then chances are high that you'll also have a good reason to follow up with them afterwards. You don't want to call just to say hi. That's a waste of your time and theirs. It's a good idea even before you leave the initial conversation to lay the groundwork for your upcoming follow up call. Just say something like, "Do you mind if I call you later in the week to get more information about X?"

6. Saves you TIME.

All networking takes some time. But the more strategic your approach, the less time you'll spend spinning your wheels, and the more time you'll have to work on the highest impact activities with the highest impact people.

7. Gives you CONFIDENCE at every stage of the process.

A big reason we don't approach new people at networking events is that we fear rejection. But if we know exactly why we're there, who we want to meet and what we're going to say, it's impossible to fail. The opposite result is more likely to happen; that people will sense your confidence and be drawn in.

There's a famous saying that luck is what happens when preparation meets opportunity. When the next big opportunity comes your way to win a big client, land a new job, or line up an exciting new growth initiative, will opportunity knock or will it pass you by? A little preparation can mean all the difference.