Resource Edge   

HR Forum - December 2006 - Networking!

I am one of those people who hated networking and made sure I was too busy with commitments at home and work to do it. That is until I realised I was networking every day, whether I liked it or not, either meeting new people at work or socially.  I just needed to get better and more confident at it.  

Why all the fuss about networking?  Because, it is estimated that the average person knows about 250 people and each of those people knows 250 people. So being effective can bring you a network of many potential business referrals, sources of advice and contacts for jobs.

So, let me share with you some tips to help you improve your skills of connecting with people and extending that network!

Have a goal. This is critical. Effective networkers have an expectation to meet and understand only 3 like-minded people per event. They take time to listen to the other person with some genuine interest. They know the type of people they can help and recognise those that might be able to help them. 

People. Networking is about building relationships. It is about being interested and learning things about other people and not as most people assume, talking about themselves!  People want to be treated as people not contacts.

Impact. People make an assessment after they meet you, within 7 seconds. This first impression process occurs in every new situation. Think before each event or meeting what impression you want to create. You need to be remembered - but for the right reasons.  

Rapport. People often network to find an easy contact that will pay off quickly with a lead. Sorry, but effective networking is not a competition to see how many business cards you can get by the end of the night.  Similarly, you will never build rapport if your eyes are always scanning the room to find a better lead than the person you are talking too. It takes time to build rapport.  

Questions.  Ask feel-good questions. These are questions such as "how did you get started in the banking business? or “how would I know if I was speaking to someone, they would be a good prospect for you?” They help you establish rapport and show you are interested in that person.  If you ask a question you have to listen to the reply and ideally build on it.

What's in a name?  Our name is important to us. Using a persons name during the time you are with them is another quick tool for building rapport.

Be generous. Share ideas, thoughts, time and humour with others.  People trust other people they feel they know. What you give you will, mostly, get back. 

Follow up.  Make sure this happens quickly. Email a suggestion or a compliment and suggest maybe meeting up for a coffee or lunch. Also, if you get business cards, always make a note of the date and key points after the event. Don’t rely on memory.

Persistence.   According to research, most successful job seekers speak with more than a hundred people before getting a new position. They cite persistence as a key differentiator of success. 

This is no time for being modest. There is nothing to stop you asking friends, colleagues and new contacts for advice. Please remember the other golden rule. Never ring someone and say “I am looking for a job” or ask for a job lead.  You put the person in a difficult position. Instead, ask people for advice about their sector or company.  “I am thinking about moving into the retail sector . Could you spare 20 minutes to give me your view on the key retail trends” and “who else would it be useful for me to talk to, so as to build my knowledge about retailing?” People usually then will give their time and help with contacts. You will also learn something you can use in an interview and have started to build a relationship.

Relationships. Networking is also more than just meeting new people. How much time do you spend remembering the people you already know? Think of all the friends, neighbours, work colleagues, competitors you have met. Stay in touch even when you need nothing.  Invest in your relationships.

I never cease to be amazed how many people know other people, who at first sight, I would have assumed would never meet, let alone be friends. in Prague. Your reputation is on show, all the time.   If you network on a "grab what I can get quickly" approach, listening only for useful information to benefit yourself and never helping others, don’t expect your reputation to be a positive one, long term.

Networking is an odd term. Think of computer networks and connections, they are speedy and quick. So, this quote sums up for me what true networking is about. “Effective networking is not about the quantity of contacts you make, but the quality of relationships you enjoy”. (N Corcodilos).  The key is to meet every contact, old or new, with an openness to learn more about them, a willingness to share and help and an offer to stay in touch.  Try it and enjoy it!

< Back