Speed Networking - Trading trust for efficiency?

27. May 2008 by admin.

Last week, I received an email from a Real Estate agent that said:

“In order to serve you better, please send me a list of 10 people who you think I should know.”

In order to serve who better? Are you kidding me?

The same day, I received an email from the local chamber of commerce advertising a new “Speed-Networking” group that is looking for new members.  I dismissed the wave of nausea that came over me at the thought of another networking group destroying the art of business networking. Rather than tell you what networking is, I’d like to use this example to show you what it is not.

First, let me say that I have attended a few “Speed Networking” events and I had a really nice time. That being said, I noticed a recurring theme at these events. Typically, they have been started by one or two very enthusiastic and motivated individuals. They normally charge a very nominal fee for membership which beats the heck out of BNI. The reality is that the main purpose of the meeting is to meet everyone at the meeting for a couple of minutes. I agree that this is a great way to break the ice and get mingling with people you might not otherwise get a chance to meet. This is where the praise ends for me.

Speed Networking, by it’s very essence is to pass as many leads in a very short period of time. This is fine but out of the twenty people there, you really don’t get to know them in that short time. You’ve known your cup of coffee longer than you’ve known these people. How could you possibly develop any real relationship or trust them to give them your personal contacts phone numbers?

The only thing you can truly accomplish is to make introductions to people. Find a couple you would like to get to know more and ask them for their contact information for a face to face meeting later on. If someone starts hounding you for leads, tell them that’s not what you’re about. Develop the relationship first. If they are genuine, they will take the time to get to know you. Trust me… the business will come. Invest the time and reap the benefits of a long lasting relationship.

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