Goal Setting

By definition, a goal is the purpose toward which an endeavor is directed; an objective. Now typically goals are measurable. But in a networking environment how could you set goals? And why?

Here are some goals that I have created, depending upon what you want to accomplish, when you find yourself in a networking situation, whether it be a business breakfast, after hours or networking social.

Meet everyone in the room. Not always the most productive, unless you are building your business card rolodex or email list for your newsletter.

Create one productive relationship. Here is where you focus on the right person who typifies your target audience.

Meet those whom you don’t know. This is the art of engaging in conversation with those whom you don’t know already. Counter intuitive to what our parents taught us of not talking to strangers.

Identify people whom you may want to hire. Ideally in this situation these people are available and looking. (I don’t believe in poaching other company’s talent.)

Meet people who could become strategic partners. Here you want to meet the people who sell to the same person or company. Think of the concept of companion services, where you can co-pitch products or services because they are synergistic yet purchased by the same person. (i.e. CIO, CEO, Director of Marketing)

Meet your competitors. For some this may be the most challenging and way out of the comfort zone. I am a firm believer in the abundance philosophy rather than the shortage philosophy. There is plenty of business to go around. We just need to focus on our niche and what we are the best at. Nine times out of ten, just by having enough courage to talk to a possible competitor and the trust to share some of your ideas, methodologies or success stories, you actually end up subcontracting work to each other, creating a referral source or even collaborating on projects.

Meet the event organizers or producers. If the event was productive for you chances are the organization that produced the event has other events that you might be interested in. Perhaps you can become a sponsor, member or attain the registration list.

Meet the cutest women or men. (Just kidding, we are going to keep this strictly professional.)

Meet those with similar interests. In the events that I run I typically include introductions, where we introduce ourselves and include something personal, like a favorite book or movie, pastime or sport, hobby or general interests. This allows the ability to identify those who have similar interests, making it not only easier to initiate a dialogue but also build stronger relationships by finding commonalities. (i.e. finding golf or tennis partners – I know a thing or two about tennis but only have been golfing once in my life – it wasn’t a pretty site!)

These are some of the things I think about when goal setting for networking events. But keep in mind that goals should be created for ANY activity where you will interact with people. It can be board meetings, church groups, charitable causes, sporting events, picking up your children at daycare. Another words, always be on guard when you can make a favorable impression and have someone ask you the magical question “So what do you do?”

All of the goal setting in the world will be of little value if the results are not tracked. Remember the spreadsheet system I suggested with tracking your Centers of Influence? You should be tracking what comes of the contacts that you make. OR, if you haven’t been tracking them, the best way to salvage the tracking process is to start from the end – your clients and partners. Go through each client or partner and ask yourself where you met that person to begin with.

Treat networking just as you would your business – in order for it to be successful you’ll need to create goals and track your results.

Please feel free to post comments on my blog at http://powernetworking.blogspot.com/

Suggested reading:

How to Stop Worrying and Start Living by Dale Carnegie

Miracles at Work: Building your Business from the Soul Up by John Adams

The Game by Sarano Kelley