The “Game” of Networking by Peter Bruening, Sales & Business Development Coach

The “Game” of Networking

Networking — just like sales overall — can be viewed as a game. Think about a game you used to really enjoy as a kid. Did you like board games? Chutes & Ladders? Candy Land? Uncle Wiggly?!?  (OK, I’m really showing my age here with that last one). I want you to think of these games, and remember what the purpose of playing them was. Do you remember? FUN!  That’s right, one element of playing games is to have fun.

Now think about a different type of game. Consider the sports that many of us have played, and many of us still like to watch: football, baseball, hockey, basketball, etc. I use these games to illustrate a different point. Who is successful at these games? The real stars, the ones who earn fame and fortune, are the ones who do a couple of things very well relative to the game they are playing:

Preparation: No professional athlete ever made it without practice and preparation. You can also do this in the game of networking. A couple of specific ways you can prepare are to develop & practice delivering a good ’30 second commercial’. You can also set goals for how many new contacts you want to make prior to attending a networking event.

Execution: Professional athletes consistently perform at a high level. You can also learn to execute well by getting out there and networking. The only way to improve at playing any game is to practice and play. Networking is the same. The more you engage in networking — the more events you attend, for example — the better you will get at it. And don’t stop at just attending events. Make sure that part of your execution is following up with potential referral partners by setting up one-on-one meetings over coffee to discuss potential referral swapping.

Play the game of networking at a professional level by doing these things:

• Have fun!! – networking should be one of the most enjoyable things you do in your business
• Prepare – create and practice your commercial, and set goals
• Execute – the more you do it, the better you get at it

Now get out there, play the game, and win some business!!

Peter Bruening is a professional sales coach, trainer, speaker and author. He helps his clients increase their passion for sales, and in the process, their sales performance and revenue.  Please visit his web site at: http://www.sellingpointsgroup.com

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