Set Networking Goals

Have you set goals for your networking activity? Most people don’t. For them, networking is a reaction to slow or no business, or when they are in need of a new job. When they do network, it is haphazard and far from systematic. When things are going well they forget about it. No wonder they don’t get much of a return on their investment in networking!

One way to improve any skill-based activity is to set goals, and networking is no different. Without a goal, you have nothing to aim at. With a goal, it’s been shown time and again—in sports, business and almost all human endeavours—people perform better and get better results.

I suggest you set goals that are SMART:

• Specific: Does your goal pass the clarity test? Would a knowledgeable person be able to tell if you have achieved it or not, without having to ask any clarifying questions? If not, be more specific about who, what, when, where and how.
• Measureable: Your goal must include a way of measuring results. It may be a number (eg, the number of referrals) that you can track over time and compare with the present. Or it could be an event (eg, joining a group) that you will know whether it happens or not.
• Attainable: Your goal must be within reach, or you will be demotivated from trying to achieve it. Include some element of stretch, and hence some risk that you will not achieve it, but don’t set goals that are impossible. If you think you can achieve it, write it down and commit to it.
• Relevant: Your goal must have relevance and meaning to you. Will achieving it make you more money? Or improve your lifestyle? Or get you a promotion or raise? Set goals than mean something to you and you will be inspired to keep striving for them.
• Timed: Your goal must have a deadline or completion date. Again, this adds focus and motivation. Stating, for instance, that you want referrals from a networking group to increase by 30% is specific and measureable, but is useless unless you say by when.

A SMART goal might be: By 31 December, I will increase by 30% my annual revenue from referrals by networking in BNI.

Action this week! Answer—in writing, not just in your head—the following questions, and use them as a starting point for setting some networking goals.

1) How much business do you want to get from word-of-mouth referrals, and by when?
—What do you need to do to make this happen?
—Who will bring you this business?
—What kind of business do you expect to get from referrals?
—Will the referrals focus on a specific product or service?

2) How many networking functions will you attend each month?
—How will you find out about these functions?
—What will you accomplish at these functions?

3) How many referrals do you want each week? Each month?

4) What five things will you do differently to network your business?

5) With whom do you want to meet this year? (List anyone that comes to mind: businesses, professions, names of specific people, etc.)

6) Which networking groups would you like to join this year?

Setting SMART goals is difficult, but well worth it! And with your new goals, you can start to block out time to make them happen...

This article is similar to an educational talk I gave at a BNI Premier networking breakfast. It is based on material in The 29% Solution by Ivan Misner.

See also: Rob Brown’s article on the secrets to setting strong goals.