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The
*How To’s* of Successful Networking
by
Beth Sunny & Vera Michaels
Years ago, the term networking was used for high-level executives
to describe the business purpose of golfing. Networking was
a term used to describe "playing with your friends."
It was not taken seriously and was not considered a business
purpose. However, today networking is a very serious business.
What Is Networking?
Networking is the act of meeting and creating personal relationships with people who have something business-related in common. The key here is that everyone in the network already shares a common denominator. This is the glue that will make this relationship stronger than simply meeting people on the street.
What Is Your Purpose for Networking?
First, you want to establish relationships with people that you can do business with. If nothing else, these people may be able to introduce you to their friends and associates who may want or need to do business with you. Every person knows someone at another company, in another industry, or who is looking for something you may offer.
Second, networking provides opportunities to share and discover new ideas that may increase your business.
Third, networking enlightens you to business trends that can help you capture new opportunities.
Networking is for everyone who wants to increase his or her business. Whether it is selling directly to new customers or finding new opportunities for your company, finding a new job, or finding new methods of doing your job better. Networking is the way to do this effectively.
Networking can happen anywhere. It can happen at the PTA meeting, at the gym, or at a designated networking group. Remember all you need is something in common. At each of these networking spots, there is some common denominator: kids in the same school, an interest in physical health, a business connection, etc.
Why Networking Works
All business is done with people. Business does not happen with buildings, machines, phones, or Web sites. All purchases are emotional. Even in business, purchases are emotional because the more important the decision, the more risk for the company and the person making the decision. Trust is critical in creating a positive emotional experience for the customer.
Today we have access to several vendors for any product or service we could need. Why should you do business with any specific vendor? You must have some trust in that vendor. Trust is difficult to build when you are starting from scratch.
When you are selling a product or service, often you will make cold calls to introduce yourself and your products. Building trust can be done, but it will take a long time using this method. Networking, on the other hand, will establish trust faster than starting cold. This is because the person "knows" you. They have met you and spent time with you at networking events. They share that all-important common bond.
Networking Is About Giving First
Networking happens when you are willing to give to others without expecting to be compensated. That means you don't just tell someone about you and your company. Rather, you take a sincere interest in them and ask what you can do for them. You look for ways of helping them with their business or personal needs. As you provide assistance, you develop a stronger relationship, and they get to know you better. They also remember what you can offer others.
Networking Is Long Term
Do not expect to strike gold at the first meeting you attend. Successful networking happens over time. You are building relationships not using a network. It will likely take you a year to successfully create a powerful network. The more involved you are in the group by volunteering and chairing committees, the more you will get from the network.
As you give more of your time, you will see that people trust you more and want to work with you in some capacity. This increases your networking circle of friends. And you will benefit from creating friendships that generate business connections and opportunities.
How To Start
Talk to your existing friends and ask them where they network. Contact Chambers of Commerce, PTA groups, or any other group that meets on a regular basis. Attend a few meetings as a guest. This will help you determine whether the group has people you want to meet and whether you feel comfortable participating in the group's activities and committees. Once you find one or two groups, join them and attend regularly. You must become a "regular" to start building the positive reputation you need. Volunteer for a committee if you can devote the time. When you attend the meetings, bring business cards and pass them out freely. Ask what you can do for others and look for ways in which you can work together.
When you get business cards from the meetings, send a quick email or handwritten note to say hello. Add the new contacts to your address book. When you think of something that may be interesting to them, send it along. The more you connect with the folks in your network the more they will remember you.
People love to talk about their business so take an interest in them and their business. Learn as much as you can about their business and what their obstacles are. This is how you discover trends and uncover opportunities.
If
you are willing to do this little bit of "work"
for a year, you will find that your circle of friends is much
larger, your business has grown, and your knowledge of the
world around you has expanded.
***********
Beth Sunny and Vera Michaels share their
extensive knowledge in IT and training as freelance writers
for SharperTraining.com. Don't miss their training tips along
with insights from other experienced trainers in SharperTraining.com's
"Focus On Training" newsletter. To subscribe, visit
http://lb.bcentral.com/ex/manage/subscriberprefs.aspx?customerid=1468
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