Networking - The Ultimate Time Waster - Or is it?

I had lunch with a colleague last week who landed the job of her dreams about a year ago. After we caught up on all the aspects of her job she was enjoying, as well as how she was dealing with the challenges, the discussion invariably came around to how she had found the job. Someone she knew had introduced her to the principal of the firm. At the time, this leader was interested in filling a position and asked my colleague if she knew anyone to fill that slot. She didn't but the conversation rolled around to how she might be able to help him with his business. He wasn't really interested.

Fast forward a year later. The leader suddenly reached out to my colleague. He was now ready to expand the firm into some new directions. Having impressed him during their previous discussion, and heartily recommended by their mutual contact, he asked her to launch a new division in his firm.

Lucky that she had been introduced to the principal of the firm? Depends on how you define luck.

Now, one of her key interests is business development. She has to attract business with the right kinds of clients. My colleague lamented about the caliber of prospects she's been meeting at networking events, and what a waste of time it is to be interacting with people who are nice but are totally unqualified as prospects. Where will she find these "qualified prospects"?
Her business is directed to veteran, established businesses $20 million or more in revenue. She certainly won't be meeting them at the local networking group where the average member is a start up or a local small merchant.

All of us have experienced going to networking events where all the wrong people were in attendance. Total frustration, right?

Another friend of mine spent the first 6 months of her new biz dev spot attending every networking event to which she was invited. After 6 months, 6 added pounds, total exhaustion, and no new business - she got it. Only the right events and follow up meetings with only the right people.

Does this sound like snobbery?

I suggest this is strategy not snobbery.

Ask yourself honestly:

Who are the right people for you?
Who are your "sweet spot clients"?
Where are they hanging out?
Who are your ideal referrers?
Where are they congregating?

It takes a strategic approach to meet the "right" people for success in business and life.

Who are the right people for you?