In the ever-evolving landscape of business, achieving sustainable growth is the holy grail for entrepreneurs and executives alike. While there are numerous strategies and tactics that can contribute to this goal, one often overlooked yet incredibly powerful approach is strategic networking.

The Power Of Authentic Networking

Networking isn't just about collecting business cards or adding contacts on LinkedIn. It's about building meaningful relationships with individuals who can bring value to your business in various ways. The key lies in authenticity—genuine relationships founded on mutual trust and benefit.

1. Build rapport. Instead of jumping right into a sales pitch, start by getting to know the person. Ask about their interests, challenges and goals. This shows genuine interest and helps you understand how you can potentially assist someone.

2. Offer value. Networking isn't a one-way street. Share your expertise, offer assistance and provide valuable insights without expecting anything in return. By becoming a valuable resource, you establish yourself as a trusted contact.

3. Maintain a long-term focus. Sustainable growth requires long-term relationships. Don't view networking as a quick-fix solution. Cultivate relationships over time, nurturing them like you would any other business endeavor. In my experience, I've found great value in attending networking events on a regular basis. Personally, I believe that there's no substitute for face-to-face interactions.

This approach has enabled me to forge valuable partnerships and contribute to the growth of my business pipeline. While it's true that networking events can sometimes appear overwhelming, I've discovered that pinpointing a core group of potential partners within the crowd has been a highly effective strategy for navigating this challenge.

The Art Of Giving, Not Selling

One common mistake in networking is approaching it solely as a sales opportunity. While the ultimate goal of networking may be to generate business, the process itself should prioritize offering value and building rapport. When you provide solutions to problems, share knowledge and genuinely help others, you naturally position yourself as a go-to resource.

1. Share your insights. Instead of pushing your product or service, share insights related to your industry. Offer solutions to common challenges. Demonstrate your expertise in the field, and establish yourself as an authority. For example, within the realm of the painting industry, I offer clients invaluable insights into safeguarding their surfaces from corrosion or weathering. I achieve this by explaining the underlying chemical processes and their influence on surface longevity, as well as their implications for future maintenance.

2. Problem-solve. Actively listen during conversations to identify pain points or challenges that your contacts may be facing. If you have a solution, offer it. If not, connect them with someone who can help. This demonstrates your commitment to their success and brings me to the next point.

3. Build a referral network. Referrals are a powerful way to build trust and credibility. If you know someone who can benefit from your contact's services, make the introduction. This not only strengthens your relationship but also encourages reciprocity.

Building Genuine Connections

In the digital age, where communication often happens behind screens, genuine face-to-face interactions can make a world of difference. Attend industry events, conferences, trade shows and local meetups to meet people in your field.

1. Be present. When you are at networking events, be fully present. Put away your phone and engage in meaningful conversations. Make a conscious effort to connect on a personal level.

2. Follow up. After meeting someone new, follow up promptly. Send a personalized message expressing your appreciation for the conversation and your interest in staying in touch. This simple step can set the stage for a lasting relationship.

3. Nurture relationships. Building a network is an ongoing process. Regularly check in with your contacts, share updates and offer your support. Don't only reach out when you need something; maintain a consistent presence.

Networking organizations are a great way to connect locally and meet other industry professionals. For example, organizations like Business Network International (BNI) and your local chamber of commerce often facilitate professional networking and referrals among members. (Disclosure: I am a member of BNI.) These groups typically meet regularly, allowing business professionals from various industries to build relationships, exchange referrals and support each other's business growth through structured networking events.

Leveraging Technology For Networking

While face-to-face interactions are invaluable, technology can enhance your networking efforts.

1. Use LinkedIn. Maintain an active and professional LinkedIn profile. Connect with relevant contacts, share insightful content and engage in meaningful conversations within your industry.

2. Try email marketing. Use email marketing to share valuable content with your network. This could include industry news, informative articles or helpful resources.

3. Get involved with webinars and podcasts. Host webinars or participate in podcasts to showcase your expertise and connect with a wider audience.

At my company, we utilize monthly email newsletters to maintain a presence in the minds of our current and potential customers, offering them valuable tips and useful resources. Our approach is designed not to annoy our contacts with an abundance of calls to action, but to serve as a gentle reminder that our assistance is readily available. I've observed that past customers often reengage with us, particularly on projects they had postponed, finding inspiration to move forward after reading our newsletters.

In the quest for sustainable business growth, strategic networking is a potent tool that can't be underestimated. Prioritizing authenticity, offering value and building genuine relationships are the pillars of effective networking. Remember that networking isn't just about expanding your reach; it's about building a community of trusted contacts who can support each other in achieving their goals.

By shifting your focus from selling to giving, you can foster connections that lead to mutually beneficial opportunities, all while contributing to your long-term business growth. So start networking with authenticity, and watch your business flourish.




Source: ​https://www.forbes.com
Image Credit: GETTY

When it comes to communicating with customers, every company has their own way of doing things. Whether it’s following the “the customer is always right” rule or following a pre-written script designed to deescalate conflict, each customer service team draws on their past experiences to communicate with customers in the most effective way. But as this is a process that evolves over time, the practices you follow now may not be the same ones you used when you started.


To shed some light on their own experiences with customer communication, eight members of Young Entrepreneur Council each share the best lesson they ever learned about communicating with customers and the impact that lesson has had on how they do business now.

One of the best lessons I've learned regarding customer communication is that phone calls always beat emails. Especially when discussing complex or challenging topics, jump on a call with your customer to ensure all details are fully understood. Emails can be easily misinterpreted and, without real-time feedback, issues can escalate without you realizing it. Phone calls also demonstrate to the customer that you care about their business and will ultimately help cultivate stronger relationships. - Jack Perkins, CFO Hub

The paramount lesson I've embraced is the power of active listening. By genuinely trying to understand customers, I've built trust, tailored solutions to precise needs and preemptively addressed conflicts. This realization has reshaped my company's customer success operations. We have integrated a customer-centric approach into decisions, invested in communication training for my team and established robust feedback mechanisms. Active listening isn't just a skill—it's the essence of my business's enduring success, converting every interaction into a valuable opportunity. - Julia Rodgers, HelloPrenup

Lead with humility. If you made a mistake, own it and let your customers see that you take responsibility. There have been many times where I have faced potential conflict and it was resolved by simply taking the path of least resistance, which is eliminating the excuses. Customers want to feel heard and they don't care about the reasons why you or your business messed up. You'll be surprised how much respect your customers will give you when you say things like, "This has nothing to do with my team and everything to do with me. I apologize and here's what I'm doing to make it right." Then, do what you say you're going to do. This simple approach will build trust and loyalty within your customer base. - Drew Gurley, Redbird Advisors

Over the years, I've learned that, while conversations with happy customers feel great, the best relationships are built from difficult conversations. Taking the time to truly listen to your customers and hear their perspectives creates opportunities to strengthen those relationships. Now, I welcome opportunities to communicate with clients and encourage my team to not just accept feedback but to ask for it. - Rachel Lipson, Blue Balloon Songwriting for Small People

One of the most profound lessons I've gleaned from customer communication is encapsulated in the quote often attributed to President Theodore Roosevelt: "People don't care how much you know until they know how much you care." This quote underscores the significance of adopting a customer-centric approach, fostering trust, mastering effective communication and adopting a consultative mindset. By embracing the genuine and authentic essence of this communication philosophy, we can cultivate strong relationships and deep trust with our clients. This, in turn, translates into heightened customer satisfaction, greater retention rates and an enhanced brand reputation. - Kevin Getch, Webfor
​

You can’t make all customers happy, so sometimes no communication is the best communication. In other words, it's okay to let go of some "bad" customers. Some signs that it's okay to let a customer go include if the customer is abusive to your employees, if the customer can't be pleased no matter what you do and if the customer is a legal and social media threat. Ideally, your company will have some customer support software in place, such as a live chat or an FAQ page that can help mitigate customer anger, but sometimes the best communication is no communication. Setting high standards for communication is a win for your employees, and it also creates a culture of respect for all customers. Focus on and embrace customers who love you and whom you want to retain. - Shu Saito, All Filters

Your customers are your friends. You must imbibe the philosophy that communicating with your customers is similar to communicating with your friends. Your customers should feel like they are getting to know you and that you respect and value them—because every relationship, business or otherwise, is a two-way street. Tone is crucial to communication in this manner. A consistent tone—from customer support calls to marketing messages across platforms—is essential for effective communication when engaging with your customers. It is also vital that your entire staff understands how to speak with customers, whether it is on a sales call or about a complaint. How you communicate with customers and respond to their needs is what will lead to customer satisfaction and better customer experiences. - Bryce Welker, Accounting Institute of CPAs

I've learned a ton of lessons when it comes to how and when I communicate with customers. One memorable lesson I learned is this: Instead of "the customer is always right," you should focus on "the customer and I understand each other." If you tell someone they are correct and make a change without understanding why, you can guarantee the same issue will come up again. I recommend working with customers with questions or problems so you can better understand their concerns and they can know what you're going to try to resolve the issue. Understanding each other makes it much easier for everyone to have a positive experience. - Chris Christoff, MonsterInsights




Source: ​https://www.forbes.com
Image Credit: GETTY