Ask the Coach - The Art of Networking
But I'm not a schmoozer, so can Networking work for me?
Networking, we've all heard about it, but really what is networking anyway? I've often had clients tell me, I know I should be networking, but I'm not really any good at "schmoozing".
Well fear not, you too can be a successful networker.
Networking is such an integral part of what we do daily, that many of us do not realize that we are networking until someone brings it to our attention. Networking can be informal among friends and families, such as a wedding dinner, or formal such as a chamber of commerce meeting. Most successful people do not achieve their success on their own; instead, they surround themselves with a successful group (network) of well developed contacts who, out of mutual self interest, contribute and support each other's success.
Do you want to know the secret of why some people are better at networking compared to others? Here are sure-fire tips on successful networking.
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First of all, networking is work. That's why they call it networking. It's not net-lunch, or net-drink. You are networking for one reason only - to meet people that could be useful business contacts. At events, you want to renew acquaintances, but first and foremost, make new ones.
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Plan your networking strategy. Determine what types of people you need in your network. What are their professions, what type of people do they know? If you are at an event, find out who is going to be there, in advance so you can more easily spot them.
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Realize that most people, who don't already know you, don't really care about you, or what you do. They do, however, care about themselves and what they do. So, the first place to start building a relationship is to learn what they do and how you can help them. If you can help them, they will want you in their network! And eventually, they will want to help you.
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Do NOT attempt to sell anything to people you meet in a networking environment. This will turn most people off. While it would be nice if the person you are meeting would be a prospect, the chances are remote. So it is better to assume that they are not. This will put the person at ease. Instead, if they ask, succinctly (in layman's terms) explain what makes you or your company unique and briefly outline the type of people who would be good prospects for you. If they fit the description, they will tell you. The average person knows several hundred people. The real gold in networking is to tap into other peoples' networks.
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When you meet someone for the first time, tell them your name, ask for their name and quickly ask them what they do. Continue to ask lots of questions and listen to answers with the intent to help without expecting anything in return. Remember, people like to talk about themselves. That's how you learn if you can help them, or if what you have could be of interest to them. If they ask you what you do, give a very brief, but memorable response and end by asking them another question. If they are sincerely interested in something you do by all means answer their question and create the impression that you have an abundance of information. Ideally offer to follow-up at another convenient time.
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A word about business cards. You are not there to hand out business cards. You are there to collect business cards. That way you can choose to contact people afterwards. The only reason to hand out a business card, is to get one.
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Develop the right attitude. Take along your most positive energy to a networking function. No one wants to meet or talk to a person with negative energy.
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You must sincerely be interested in meeting people. People hate false sincerity. So get it clear in your mind why you want to meet people and in your mind, associate the impact that positive results will have with the networking activity.
If you are interested in reading more about networking, I highly recommend the following books:
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