3 Lessons from a Master Networker

Here are three conclusions I made about what great networkers do after a recent interview I had with Katie Felten, a business owner, entrepreneur and master networker from Milwaukee, WI.

1. Master networkers often start their own groups and usually reap the largest rewards

Felten is doing that with her free monthly LinkedIn Live networking events. It is cleverly based around two often separate forms of networking: the online benefits of LinkedIn and the face to face benefits of connecting with other local business professionals. “No matter how great anything is online, you’ve got to bring people together in a comfortable environment.”

The format Felten uses includes a lot of open networking, microphone introductions, and about 15 minutes on a different LinkedIn topic each time. The meetings now attract anywhere from 50-100 people. While the introductions take time, the advantage is that it helps to identify all attendees. This helps you avoid missing out on meeting those one or two key people you might well not have run into otherwise (I never really recognized the value of this exercise before!).

There is no question in my mind that when you take charge of a group, the benefits are significantly disproportionate compared to everyone else. “For me the number one benefit is being in a position of leadership where people almost instantly give you more credibility. I’ve been in a lot of groups; and when I started this, I was amazed at how quickly I was known as the LinkedIn Person. There are presidents of corporations – people who would never take my call – who are calling me.”

Why don’t more people start their own group? I think its fear of a huge time commitment – and it really doesn’t have to be. What’s great about running the show is it gives you an opportunity to be in touch with people of your choosing in a non-threatening way. What’s more is you are adding value rather than simply contacting them trying to sell them something.

QUESTION 1: Are you meeting the people you want to meet? What are you waiting for?

Commit to a specific launch date for a group of your own. Plan on something small (4-6) or large (30 plus) or you are likely to get mediocre results. Email me if you want more ideas.

2. Master networkers do a lot of networking

Katie is a strong example. She is actively involved in seven ‘people-oriented lifestyle activities’. Thomas J Stanley first used this phrase and it sums up what we all need to do if a productive network is what we want – provided the activity enhances our business (assuming this is our goal!)

In addition to the LinkedIn event, Felten is in a marketing networking group; an independent networking group of local business owners; a monthly women’s networking dinner called Women, Friends and Fun; a Law of Attraction group; a bible study group and a mastermind group. Her advice? “You have to find things you’re interested in and then it’s easy to connect.”

I recognize that few people reading this are doing this much networking, but then again, few people have a network like Katie’s.

Four years ago I was in seven different groups. Now I am in one and I network differently. I still put in quite a lot of hours but my approach has changed because my ideal client is that much clearer. I focus more now on 1:1 meetings and different ways to keep top of mind. Sometimes it’s going to depend on your business. It really helps to have a target market.

You can do the same. You just want to avoid being one of those people saying; “my networking worked so well I stopped doing it.” Since most people are uncomfortable networking, it’s too easy to fall back into a comfort zone of inaction.

QUESTION 2: What are your networking habits?

Write this down and ask yourself this question every week as a reminder.

3. Master networkers give a lot

Remember my July 14 article on the latest Robert Cialdini book called YES!? Adding value to others in a sincere way is not only smart business but it obliges others to feel a need to reciprocate (nobody talks about this part though).

The first time I met Katie I could tell she was a connector. But as an example of someone who truly walks her talk, Katie sent me a great book (Word of Mouth Marketing by Andy Sernovitz), she has organized a couple of seminars for me and promoted them to her network, she has introduced me to other potential business partners and I have made some meaningful connections because of her LinkedIn Live events. She has even promoted me on her site www.mkelive.com

QUESTION 3: What are you doing for your key centers of influence?

Do yourself a favor and schedule the time in your week to address this. Whether it’s setting up some coffees or beers or simply mailing some genuinely useful information (by their definition, not yours!) to them, stop and take that time.

You can’t leverage quality relationships with people who know, like and trust you if you don’t feed them!

QUESTION 1: Are you meeting the people you want to meet?

QUESTION 2: What are your networking habits?

QUESTION 3: What are you doing for your key centers of influence?

Author’s note: Katie Felten, president of MKE Live www.mkelive.com  , teaches workshops on LinkedIn and is looking to take LinkedIn Live events to other Wisconsin cities.

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