Building a Lasting Network

We certainly know that taking a vacation from your desk and networking with potential clients and peers not only keeps your fingers on the pulse of your industry, but also helps your business grow.  You can't think "out of the box" if you never leave the box you are in. That's one of the reasons why the DPHA Conference is a must-attend event (October 12-15, 2017, at the Sheraton Grand Wildhorse Pass Resort, Chandler, AZ).

 

A common misnomer about networking approaches, especially with potential clients, is believing you need to impress someone or tell them what you believe they want to hear. This approach may actually make you appear inauthentic and self-promoting.  It also can make you more anxious and less genuine.  In fact, research at the Harvard Business School found this approach does not work.

 

In one study of entrepreneurs making pitches to potential investors, it was found that those who catered to investors' interests fared far worse than those who were themselves and pitched their ideas based on their own merits.

 

Another reason you should not cater to the perceived perspectives and interest of your target audience is that it requires too much guesswork.  Unless you are intimately familiar with the interests and "ah ha" moments that will captivate your audience, more often than not you are shooting in the dark when you try to cater to someone's interests.

 

Bottom line:  Be yourself.  It will certainly reduce your anxiety, especially if you are not exactly comfortable networking with others you don't know.  And don't forget, most people can spot phonies a mile away.