Mention the word networking and some people break into a cold sweat. They immediately picture themselves alone in a room full of strangers, not knowing what to do or say. Sure meeting new people at functions and events is one aspect of networking but networking is so much more than that.
Networking isn't just meeting new people in a business or social context. It is also about building upon and adding value to the relationships you already have. Think about all of your friends, co-workers, customers, suppliers and industry associates. Are you making the most of your current network?
An often forgotten aspect of networking is spelt out clearly in the word itself - WORK. It's not a 'set and forget' formula. Successful networkers understand that cultivating relationships takes time and effort and that having a solid network can pay huge dividends. Networking can help you find hidden opportunities and enable you to exploit them before they are even on the radar of your competitors.
Take for example the impact of the GFC. Times have been tough in our industry over the past twelve months and for many this has meant the dreaded 'R' word - redundancy. Anyone affected by this knows it's not pleasant. However, those who had previously taken the time to build a strong network had little trouble moving into a new position. Why? Because they understood that the best time to build your network is before you actually need it.
Effective networking is built upon the universal law of reciprocity and that is why legendary networkers aren't there to take from their network, they are there to give. And the more you give, the more you get. The best way to achieve your goals is to help others achieve theirs. Be a connector of people. Introduce people to others in your network that could benefit from knowing each other. Give, give and give some more!
So what do you give? Whatever is within your capacity that will benefit those in your network. Create an item bank - a list of books, writers, articles, websites, podcasts, etc. If you find things interesting then you can bet that someone else will too. If you know someone has a particular interest, send them something relevant. Make an effort to keep in touch with people and show a genuine interest in their lives. People usually love talking about themselves so listen. When you are aware of someone's family life, interests and hobbies it's easier to connect with them on different levels. Don't limit yourself to one dimensional business relationships.
Use your diary to mark down important dates like birthdays and anniversaries. Send messages, cards or make a phone call. If one of your connections has a great success - an award win or a promotion - congratulate them.
The phenomenal growth of social media enables us to connect through a number of platforms. If you are not doing so already, harness and leverage its power. LinkedIn and Twitter are particularly useful for building business networks. Facebook is great too but many people like to keep this forum private so beware of and respect boundaries.
Engagement
is a word that is thrown around extensively today. And engagement is
the key to networking. Engage with those around you, those people in
your network. And by truly engaging you will see your network grow.
After all there isn't a truer statement than: It's not what you know
but who you know! Happy networking!
(This is an extract of an article published in Campaign Brief - Western Australia: October 2009. The full copy can be read at http://bit.ly/6SVsBh)
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