The Power of Words: Networking your way to new connections and a
better outlook
The Power of Words: Networking your way to new connections and
a better outlook
Whether you're looking for a job, have a job, are hiring or even
none of the above, networking can be invaluable part of who you
are and what you do. But networking isn't just about the free
lunch (if there is one - and you know the old adage about that
anyway). When it comes to the language of networking, be sure
it's all about them and less about you. Like advertising,
networking is all about a "what's in it for me" approach. But
the approach needs to be turned around so that the person
benefiting is your conversation partner and not you, yourself
and you.
If and when you make the exchange about them and not you, you
will find that opportunities begin to present themselves to you
in ways you may not have even imagined.
If you want to get the most out of business networking and
cultivate a network of endless referrals, follow these
commandments:
1. Build, don't sell: Don't view your encounters as selling
opportunities, but as relationship builders. Nobody wants to be
cornered or pressured. You're not "sponging" off of others for
your own benefit (that approach will turn others off quickly).
2. Listen. Don't go on and on about your experience, your
business, your education or your significant other. Ask
questions and listen to the answers so you can find some common
ground upon which to have a real conversation.
3. Ask. Questions and comments about their companies and even
their hobbies and families will get you further than just the
typical, often boring business card exchange and small talk.
4. Be specific. Don't generalize or assume when discussing what
you do or what you are looking for. Give specific scenarios so
your conversation partner knows how to help you should the
opportunity arise.
5. Be a connector. Find ways to refer others to one another even
when there is no direct benefit to your job or business
situation.
The real work begins after the event. Follow up, preferably
within 24 hours, with a handwritten card or e-mail (there are
arguments for choosing one or the other, just make sure you do
at least one).
If you've promised to give them a name, number, web address or
other information about a potential customer, employee or
business connection, be sure to follow through and send it
along. If the situation warrants it, call them a few days later
to arrange a time to meet for a coffee or have lunch and start
from there.
Final thoughts: Remember, whether it is a job fair, a business
event or even a social situation, treat networking as an
exchange of ideas, information and experience.
Be generous in sharing your talents, experiences, and ideas, and
the benefits will come back to you many times over.