Charlie, I’m suffering a famous ‘lack of confidence’ vote in myself … I don’t seem to be picking up any business through networking. I’m lucky with the introduction here and there, but … what am I doing wrong?

Ian, there’s nothing wrong. You are practicing the art of networking. You, like all who practice ‘the magic,’ are sharpening your pencil for when the opportunity arises.

Practice the magic?

The feeling of unlucky and unloved? It’s more common than you think. Understand that we enjoy a network community with much to offer. Each attendee is a specialist in their art.

Now Ian, until you give time to introduce yourself to each (everyone) in your network … through the one to one, you truly understand why it’s called ‘networking.’  It is here, when colleagues see you’ve committed to the long-haul … it is now, you will begin to benefit through networking.

How long is the long haul, Charlie?

It’s tough early-on, even more so when we see the immediate results others seem to enjoy. It may be a paradox? We ask ourselves, ‘why don’t I have this instant success?’

More likely the results you witness early are a misunderstanding. Think, economy to scale.  We sometimes feel under-appreciated – but guess what? It’s all part of the experience. Don’t confuse networking with the quick-fix. Depending on the skills we have, we’re all blessed with the odd referral here and there. 

Good, meaningful business Ian? It may not be the single photograph of the family I discussed with our photographer recently. The real referral is the opportunity to record an event or special occasion. That single photograph being a great initial introduction of skills leading to referral.

We all know that it takes time for recommended business to come our way. So, the most effective way of building your reputation …’your lucky?’ 

Be where your customers are. Have patience and practice your story. Inform your audience of your strengths. Who do you work with? Where do you work from, how far do you travel? Tell your story Ian, in technicolour!

Your ‘lucky,’ arrives when you find yourself comfortable ‘in the room,’ happy being where your listeners are. Lucky is when your reputation has somehow preceded you. Realising that word-of-mouth has worked her magic.

Your ‘lucky’ is a result of your presentations Ian. At some point you realise your team have heard your story away from the regular meeting. Your details passed on to the third party.

‘So how long does it take, Charlie?’

OK Ian, reflect on what we’ve talked about. Once that meaningful practice of patience brings the magic, then lucky, let me know. You will have your answer and I can learn some more. 

People buy from people they know and trust.