It is often said that your personal value is not what you know, but who you know. This is powerful motivation for recent graduates to build their personal networks. Those of us of a certain age may have concluded that we already have enough friends and contacts; the challenge is making the best use of those that we already have.
How to leverage your contacts
It is not a problem to identify other networking prospects; we all have a drawer full of business cards and often a large number of online connections. The dilemma is how to successfully leverage one's existing contacts without in the process appearing sleazy and manipulative.
The most important lesson to learn from the best connected individuals is that little of their networking activity is carried out with any specific business goal in mind. They concentrate their effort on people they most like and who seem to like them right back.
Even for the shyest individual, all that is required to leverage their network is to generate a list of people whose company they have enjoyed over the years and invite them to a private dinner. This would be apropos of nothing in particular other than the pleasure of good company and an opportunity for their friends to meet other interesting people.
Connecting is not enough; it is important also to determine how well your contacts understand what you do and then how inspired they might be to provide a referral.
Building relationships
The chances of receiving a referral are greatly increased if they understand exactly what you do, has a high level of trust and fully understands exactly how you help people, and the problems you solve.
Everyone understands that we are all fundamentally in the business of generating profits for our companies and in the process earn a decent living, but your chances of receiving a referral are greatly increased if you are also perceived to have a wider purpose to your working life. This may not be as noble and altruistic as working for a social enterprise solving problems in the developing world, but you should at least demonstrate how you can make the process of business in general more fun and interesting by your own personal efforts.
Making a detailed assessment of your best contacts; the people they know, their willingness to refer you to them and how exactly you might inspire them to make that valued introduction, for free. While some people offer direct financial rewards for referrals, seasoned networkers mostly make introductions on the basis that everyone gains real benefits, including the prospect of referrals in return.
While high-level networking is primarily a face-to-face activity, online tools greatly accelerate the process. LinkedIn is probably the best tailored for this purpose; you can connect with people you know, like and trust and can also search specifically for long-lost colleagues from former companies whom you remember as being fun and interesting.
If you explain yourself and your purpose well, they should happily provide referrals to their best contacts, primarily on the basis that both of you would both enjoy meeting each other; any subsequent business would represent a bonus, rather than the prime objective.
Expert networkers work on the basis that if you connect with your network on this mutually beneficial basis, the financial rewards will definitely flow. It is who knows you and what they say about you that determine the true value of your network. Successful networking should be genuinely selfless and altruistic, always giving referrals without remembering your simple favour, and receiving them without forgetting their kind gift.
OTHER NETWORKING TIPS
The idea of networking can conjure up images of shameless self-promotion and false, overly-rehearsed platitudes. But the truth of the matter is, networking can have serious, mutual benefits for both yourself and the people you meet. It’s not about talking too much about yourself or kissing up to the most important person in the room—it’s about building strong relationships.
1. Be true to yourself.
It may sound like some self-help mumbo-jumbo, but being true to yourself really lets your natural abilities shine through when you’re meeting someone new. If you prefer one-on-one conversations, arrange scenarios in which they can occur. If you’re not endowed with the gift of gab, listen to others instead of trying to talk. Do whatever works best for you and utilize it to your advantage.
2. Remember that less is more.
You don’t have to attend every single networking event you’re invited to. Be selective. Go to fewer events and be more focused while you’re there. Networking events should feel like a positive opportunity, not something you drag yourself to because you feel obligated to attend.
3. Plan your first impressions.
You probably already know that it’s extremely difficult to undo a first impression—good or bad. Always go to networking events ready to impress. Dress nicely, prepare answers to common questions, and practice optimal body language.
4. Volunteer.
To some, a networking event feels like the high school party they attended and did nothing but stand around the punch bowl. But if you volunteer, you’re provided with an activity that keeps you busy and engaged, and actually does good for others to boot. As you’re working, you’ll find things to talk about with others around you, who will more than likely share a common interest with you.
5. Stand in a line.
If you find yourself in a networking situation and don’t know who to talk to, find a line and stand in it. Be it for food, drinks, the bathroom, whatever. This gives you an opportunity to talk to at least two people—the person in front of you and the person behind—without the need to feel awkward. It also provides a natural conclusion when you reach the end of the line. Of course, if you wish to carry on the conversation, you and the other person can carry it on someplace else. That’s networking!
6. Set a networking goal.
It’s pretty simple. Set a goal for yourself before you go to a networking event, and do it. Maybe your goal is to exchange business cards with two people. It’s an easily attainable goal that will inspire you to take action.
7. Show, don’t tell.
If you want to demonstrate your worth, there’s no better way than to actually be helpful. Offer to refill people’s drinks (if applicable) or pick up a piece of loose trash you see on the ground. Always be cheerful with a smile on your face.
8. Do your research beforehand.
Before you attend a networking event, do some homework about the organizations that will be in attendance (if possible) and the people representing them. You’ll be able to narrow down your interaction with more meaningful conversations, and impress the people you talk with by knowing what they do. Besides, you won’t feel at a loss for conversation starters/fillers.
9. Listen.
There’s almost nothing more important than listening to others in communication, especially if you want to have a meaningful relationship with them. When someone stops talking, ask a follow-up question to keep them engaged. A sincere interest in others will build trust, friendship, and networking relationships.
10. Always follow up.
What’s the point of making connections if you never use them and let them wither? You could make a great impression, but it will be quickly forgotten if you don’t follow up and keep in touch. You have to keep up communication.Send a personalized email within 48 hours of meeting someone you want to keep in your network. Following up is the latter 50 percent of networking.
Regardless of whether you’re an introvert, extrovert, or ambivert, networking can be tricky. By following these tips, you can experience a better networking success.
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