| The
Magic of Networking
Networking
accounts for approximately 87% of business in
the market place today. It is a word that is bandied
around in daily newspapers, offices and boardrooms.
But
how do you know if you are networking effectively
or if there is room for improvement with your
networking style?
Networking
is in fact a life skill, not just something we
do when we want something from someone we know
or from a total stranger.
The
two major keys
There
are two main keys to successful networking:
- Give
without expectation. Do things for others. Not
just to get something back but rather to help
that person achieve their goals or solve their
problems.
- Have
an abundance mentality. Firmly believe that
there is plenty of opportunities (business and
personal) for everyone.
This
is the basis of great networking. Some die-hard
salespeople from the eighties - really struggle
with giving without expectation. Why should they
do something for someone when they know there
is 'nothing in it for them?'
Networking
is a non traditional style of selling &endash;
in fact, it is not selling at all. However, networking
can generate more business and career opportunities
than any advertising campaign could ever hope
to achieve.
Great
networkers believe in lifting the level of professionalism
for their profession or industry. They do this
firstly, by constantly exceeding their clients
expectations.
Secondly,
they believe in making the pie bigger for everyone.
With an abundance mentality they are encouraged
to cross network with competitors and regularly
give referrals. Their business card becomes their
form of introduction. "Hi, my name is Robyn",
as they offer their card to you.
Some
people may find this a little pushy or maybe even
too bold for their personality. However, how will
someone ever be able to make contact with you
if you don't give them that initial information?
Great
networkers listen
Great
networkers are generally great listeners. They believe in having
quality conversations not quantity. They don't try to talk to
everyone in a crowded networking event. What's the point? The
conversations will be shallow, brief and more than likely not
memorable for either party.
Quality
conversations, on the other hand, allow you to get to know a little
more about the other person, build rapport and hopefully develop
the foundation of trust. And trust, is the glue that keeps networking
together. People today want to do business with people they know,
like and trust. Without trust, business rarely happens.
A
suggestion to assist with remembering who you have met and differentiating
them from all the business cards in your top drawer is quite simple.
Make
notes on cards
After
you meet a person and exchange cards, you may like to make a note
on the back of their card. Include the date and place where you
met and something that you remember about them. Preferably something
you spoke about that was not work related. e.g. golf, grandchildren,
tennis.
Great
networkers attend networking events at least once a week wherever
possible. Rather than belong to a lot of networks and go to each
of them occasionally, they belong to one or two and attend regularly.
In that way, they become known as the 'real estate agent" or "financial
planner" for that group. It may take time to generate business
however, every time they attend that group, they become more well
known and their reputation grows.
Tracking
separate networks
You
may start a separate business card holder for each network that
you belong to. After attending each meeting and exchanging business
cards with a variety of people (making the notes on the back of
their cards), you can then place their cards in this specific
holder. Then, when you are returning to that network, refresh
your memory on who the people are by glancing through your specific
holder.
In
the networking world, it's not who you know, it's who knows you. |
