Networking is the Name of the Game We all tend to use the term networking, but what does it really mean? How do you do it effectively? First of all, in the dictionary sense, networking means an association of individuals with common interests who utilize that interest and group for mutual support. Chances are, we all feel we know the gist of that. But how do you network effectively? Follow these networking guidelines for the greatest chance of success. -
Know that you are always "on." While it may not be comforting to think that you schlepped to the grocery store with a sore throat and runny nose in sweat pants and a T-shirt to pick up cold medicine and might run into a contact, in Murphy's Law of networking, trust us, it'll happen. The one time you look like a wreck will be the time you are spotted by that acquaintance who expressed interest in hearing more about your product or service. While we joke that we work in our pajamas ”and sometimes do ”when we go out we try to present a professional image all the time. You never know, and when you least expect it -
Use as many opportunities as possible for networking. Remember this is for "mutual support." The idea of networking isn't all taking and no giving. You might run into someone who has precisely the computer expertise to match one of your client's needs. Vice versa, you might shake the hand of the father standing next to you at a softball game and discover he's desperately in need of a website designer for his orthodontist office ”a service you are expert to provide. If you think of networking as a giant game of six degrees of separation, you won't miss an opportunity. -
Make the call. Someone hands you a business card at a breakfast meeting of a Chamber of Commerce and says, "That's very interesting. Give me a call sometime and we'll do lunch ." Make the call. Don't shove that card in your back pocket and think. "Boring guy, I'll never get any business out of him." Every person you meet knows , exponentially, many more people. For networking to be effective, you must have follow-through. If someone gives you his or her card, at least pop him or her an e-mail or a quick phone call to say, "I really appreciate your taking the time to talk to me. It was very nice meeting you, and I look forward to seeing you again." Or something along those lines. -
Never undervalue a personal gesture. What is a personal gesture? In this age of technology, when was the last time you received a sincere, handwritten personal note? You probably have to think back. When was the last time you sent one? Another personal gesture might be that if you discussed a certain restaurant, film, business leader, and so forth and you come across an article on that topic of conversation, you might clip it or send an e-mail link to the person saying, "I thought this might be of interest to you." This technique works because everyone wants to feel as if someone in this crazy, chaotic , speeded up, technological world stopped to make a personal connection. -
Don't forget the giving. Networking requires you to be alert for opportunities for others as well. Make a phone call to let a certain home office entrepreneur know that the chairman of a local company needs an event party-planned, and even if the party planner doesn't get the gig, he or she will remember that you tried. -
Don't forget to listen. Ever go to a networking event and get stuck talking to someone who actually never stops for a breath and only talks about his or her business or area of expertise? Not a pleasant experience. In all social and networking interactions, don't forget to listen. When Erica worked as a journalist , she was constantly amazed how just a simple question or two could turn into an entire feature article. Why? Because most people like talking about themselves , and many have to curb the tendency to overdo it. Ask interesting questions of people and be amazed at the results. It works. -
If a network contact passes you along to someone else, always remember to thank him or her for that contact. -
Remember to ask. Networking events sometimes fail because people end up gabbing at a happy hour and talking to someone and literally forget to ask if they can follow up with a call or forget to ask if the person might know anyone who might need his or her product or service. Same with a satisfactory job. If someone raves about the proofreading job you did, ask that person if they can recommend you to others. Sometimes people just don't think of it unless you ask ”yet they're only too happy to do it. -
The worst that can happen is they say no. That's it. A little rejection . That's the worst that can happen for asking, as in number eight. Don't take it personally . Don't brood. Don't fall apart. No. Two little letters . Get over it. -
Go outside your comfort zone. Join organizations. Extend yourself. Shy? If you have to, work with a free SCORE business counselor to work on strategies. But the bottom line is that most successful people don't have success land in their laps. They have to go outside their comfort zone. They have to cold call. They have to go speak to that client who yelled at them over a late delivery. Sincerity goes a long way with that, by the way. Move outside your comfort zone. Force yourself. Say, "I will not get off the phones today until I make 10 cold calls." Cognitive behavioral therapy will tell you the more you do something, the easier it gets to do it! |
