Networking in Times of Chaos - Making Your Contacts Count
One can hardly pick up a business school journal without seeing an article on networking. The human resource and job coach industry are touting networking as the only way to really be prepared for the "right sizing" and "downsizing" in these crazy economic times. In the corporate world we hear such terms as "horizontal integration" and "social capital." Executives and corporate leaders see the value of relationship building with Fortune 500 companies by creating a position called the CNO (Chief Networking Officer). One of the competencies that is a prerequisite for entry into the Senior Executive Service (U.S. government's top ranking jobs) is building coalitions/communications. It is defined as the ability to explain, advocate, and express facts and ideas in a convincing manner, and to negotiate with individuals and groups internally and externally.
So what is networking and why is it so important in the business world?
Webster defines networking as "the deliberate process of exchanging information, resources, support and access in such a way as to create mutually beneficial relationships for personal and professional success."
- Identify unadvertised jobs
- Gather intelligence
- Demonstrate visibility and availability
- Meet a target executive to share product offerings and service
- Build relationships with other networkers
So we know what networking is and we have a few reasons to do so. How do you network effectively?
Networking can be very scary and intimidating to most folks, so let's start with coming in from the cold. You have heard of cold calls, a concept many salespeople are familiar with. When I first started in the insurance business years ago I remember my boss saying, "Here is your desk, here is the telephone and here is the phone book. Start calling and do not leave your desk until you have 10 appointments for next week." Now that was intimidating. But that's not how we are going to start. Let's look at a few tips.
- Change your mind set. We will not cold call.
- Start with close friends and family and work outward.
- Always give before you ask.
- Networking is simply small talk with a purpose.
- Make it a fun, free-flowing conversation.
- Enjoy, explore and exchange.
- Remember, trust is key.
- Listen generously.
- Be seriously curious.
- Tell stories.
- Follow up, follow up, follow up.
- Follow up immediately.
- Send an e-mail thanking them for their time and recap your action items.
- Send a handwritten note.
- Send article a person would enjoy.
Networking is really a conversation, whereby you can use the EARS principle:
- Encourage your partner
- Acknowledge your partner
- Respond to your partner
- Save what's been said
Hopefully these simple tips on how to start off on your networking journey will be of some help to you. Are you ready to Break Through The Networking Barriers NOW? Good luck and God speed on your journey and above all have FUN!
