Most people’s idea of networking is going to a function, handing out a bunch of business cards and collecting a bunch of business cards.  If you’re a bit more tech savvy, you might even have a LinkedIn account where you add connections.  You then sit back and see nothing happen.

Dustin Cole of the AttorneysMasterClass has a term he calls MBWA – Marketing By Walking Around.  That is what people do when they think they’re networking.  They’re just walking around, without a purpose, handing out cards as if their business card is made out of honey and they’re trying to attract insects.

In any “networking” event, your purpose should not be “How can I network to bring in business?”  Instead, when you meet someone, you should be thinking, “How can I help them with their business?”  By turning your thinking around, you will naturally be more engaging to others because your purpose is no longer selling yourself but you’re now listening.  People love to talk about themselves and you will stick out in their mind as someone who listens.  Follow up by seeing if you can send clients their way.  The best way to get clients is to give clients.

If you connect with someone on LinkedIn, apply the same rules as if you met them in person.  First, meet them in person and then see how you can help them with business.  Meeting people in person, even those you meet online, is important.  People typically don’t remember you until the 3rd time you’ve met them.  So the more frequently you connect with your top business associates, the more likely you are of getting referrals from them.  This is more commonly known as Top of Mind.

Now go out there and Never Eat Alone!