Net working - all about it

 

 

Background

 

Good networking is about building and maintaining relationships with people and using these relationships to help one another. This can be for business or social reasons.

 

Many companies thrive without advertising, all their new business being brought in by ‘word of mouth’, ie through their network of contacts.  The process of networking consists of gathering, collecting and distributing information. If you use networking properly, nobody is used or put on the spot. You are not selling, you are informing and asking.

 

The key is to distribute information to a sufficient number of people to make the connections that will best serve you in reaching your goal and getting the support or contact that you need.

 

Networking can be an extremely cost-effective marketing tool when it is used appropriately and

professionally. It is a particularly good way of accomplishing business, professional and personal goals. Networking involves developing a ‘web’ of contacts that you can call on for:

 

·        business sales and business leads

·        introductions and referrals.

·        help and advice

·        support

with Your Network

People like helping people.

 

By using networking skills effectively you can often achieve your business goals at a lower cost than by using expensive advertising campaigns and direct mailings. Of course most of the traditional marketing elements can be very effective but business networking can provide an additional, or alternative, route to achieving your goals.

 

Networking becomes ineffective when an individual thinks it is just about:

 

·        selling

·        using people strictly for gain

·        coercing or manipulating someone to do what you want

·        badgering (and boring) people about your business.

 

Avoiding some common mistakes in networking:

 

·        Do not try to gather meaningless stacks of business cards without attempting to build relationships with the people you meet.

 

·        Do not try to make ‘sales’ on inappropriate occasions, eg first encounter. Sales are sometimes made at odd times and events, but these should be the exceptions rather than the rule.

 

·        Do not just talk about your own agenda and business. Listen with interest to gather information from those you meet. The more you know about others and their needs and wants, the more valuable your network becomes.

 

·        Do not intrude inappropriately and run around trying to meet everybody at functions. You end up having talked to everyone and got to know no one! The objective is to establish a  relationship and rapport. It is better to get to know one person than none at all. We all fall into these traps occasionally; they are mentioned as reminders and warning signs.

 

Networking is unpredictable

 

There is always going to be a degree of luck in whom you meet and whether they will like you.

However it is possible to ‘make your own luck’. There are functions that you know will attract certain types of people, and there are social skills that can be learned.

 

Networking is for pushy people/I am too shy to network

 

Although you will need to participate and interact with people, you don’t have to be ‘pushy’ to get results. You will need to develop a style that is comfortable and natural to you.

 

Successful networking often depends on how good you are at communicating at business or social gatherings. If you feel hampered by shyness and find meeting new people a stressful experience, then it may help to remember that a large part of successful networking is about being a good listener.

 

Ideally it is desirable to leave a contact knowing a little about yourself - after all, networking is about sharing, giving and receiving. However, it may be that you find it easier to listen than to talk. Learning to overcome shyness and initiating a conversation with a stranger may be all you need to do. You can let them do the talking.

 

Self-confidence is about having an honest belief that you are a good person, who has something beneficial to offer others. This applies to almost everyone and we all have the right to be heard.

 

Expose yourself to the danger of getting more business.

3. TO NETWORK

Before actively networking, it is vital to clarify two things:

 

·        What you have to offer

·        Why you want to network

to Offer a Network

Think how you would answer the question “…..And what do you do?”

 

The key is to make this answer relevant to the enquirer. What do you do that may interest them? Although you may want to achieve your goals by getting introductions to influential people, remember that others may well consider you an influential person. You may have something to give and may be highly regarded and sought after by others.

Why You Want to Network

List your objectives

 

When networking, you should have a clear purpose in mind. You may well have more than one

objective.

 

You need to know what you are trying to achieve and you need to communicate this to your contacts. It does not take long to write down a few objectives.

3.

Use the ‘SMART’ acronym to define each of your objectives. Your objectives should each be:

Specific Measurable Achievable Realistic Time-based.

 

Ask yourself:

 

Who do you want to meet?

 

Why do you want to meet this person?

 

Business networking should not be a haphazard or purely opportunist activity.

Increasing Personal Effectiveness

Make the right first impression

 

The image you project can be as valuable as your skills and accomplishments. There are many things you can do to ensure that your actions and presentation portray professionalism. Make sure that your clothes, speech and mannerisms represent you in the best possible way. They are all part of a statement about who you are, what you do and your attitude to work.

 

If you are in doubt about what to wear for a specific business event, call and ask. If this is not possible, it is better to risk being slightly overdressed than being underdressed.

 

When you transport a client or prospect, you do not want to have to apologise for how your car looks or runs. If you use a briefcase, be sure that it is well organised and smart.

 

We all know that for many people the first impression is a lasting one. Although you may get a

opportunity to alter the first impression, the ideal situation is to make it strong and positive. The way in which you introduce yourself or make introductions is a critical part of effective networking.

 

Introducing yourself

 

One of the greatest assets can be a self-introduction that develops a rapport while also generating interest. Although it usually takes only about ten seconds to introduce yourself, it is something you will have the opportunity to do many times throughout your life.

 

The important information to give people is what you do and what service you offer - and to tell people what is special about this. Think about the information you would like to have when you meet someone: you usually want to know their name and the work that they do. It is from this information that further questions can be asked and a conversation started.

 

You need to be careful not to pack too much into your self-introduction - it needs to draw people in, not leave them cold.

 

Tips for introducing yourself

 

Think about how many times you have the opportunity to introduce yourself, either to an individual or a group of people. Think about how many times you are asked the question, “What do you do?”

 

Your response can be simple, easy and natural. At the same time, make sure that it generates interest, conveys your message, and has a positive, lasting effect. It should therefore be:

 

Clear

 

Be sure to let people know what you do. You want people to be intrigued but not confused.

 

Concise

 

Follow the KISS (Keep it Short and Simple) rule. Develop an introduction that says what you want to say in about ten seconds.

 

Distinctive

Your introduction should be catchy enough to distinguish yourself from anyone else.

 

Understandable

 

Use common words and examples that people can relate to so that you immediately develop a relationship and rapport.

 

Interesting

 

Try to connect with people. Your words, mannerisms and tone of voice, together with use of eye contact, can contribute to people being interested and drawn to you. They will tend to

remember your warmth, smile, interest and enthusiasm.

3. Extracting profits

Everyone will recall meeting someone whose voice becomes so monotonous that the listener’s eyes glaze over as the speaker drones through his or her set routine on what they do. Your introduction should feel natural. Practise different approaches until you find the words that you feel best represent you. Practise your introduction in front of a mirror. It should be as natural and comfortable as saying your name.

 

Using ice-breakers to introduce yourself

 

It is sometimes difficult to formally introduce yourself by immediately giving your name and saying what you do. Getting into conversation may require a subtler approach. You can start by making a simple statement or by asking a question to ‘break the ice’. The question

should encourage a response and so open dialogue. Ice-breakers are like offering your hand: they are straightforward and easy to respond to.

 

Once you are in a conversation, you can choose at an appropriate time to ease into introducing who you are and what you do. This is often after you have asked questions of the person you are talking to. The skill of generating conversation and rapport can be a great asset in networking situations. Icebreakers give you easy ways to begin. You can make a comment to someone in a lift, on an aeroplane, in a petrol station queue or at a networking event. Whether the conversation goes beyond the comment or not is irrelevant. You have

done your part by openly providing an opportunity for interaction.

 

Practise with friends and in situations where you already feel comfortable, and you will soon be ready to experiment in new situations. Your ability to be at ease with groups will enhance your enjoyment and effectiveness in social and business situations. By developing your social skills, you will gain greater confidence in your ability to meet people, generate conversation and discover new networking opportunities.

 

Don’t wait for people to remember you - reintroduce yourself

 

It is both polite and professional to reintroduce yourself to someone you have met before.

People will appreciate a reintroduction because it relieves them of the potential awkwardness of trying to remember who you are. Do not make other people guess or struggle to remember your name. When reintroducing yourself try and let the other person know, if possible, where you met them or how you know them:

 

“I know it has been a while, but I met you at … My name is …”

 

Do not act as if the other person should remember. Simply reintroduce yourself and use the current opportunity to further the relationship. You will also avoid any potential awkwardness and your previous connection will serve as the common ground for conversation. Treat others as you would wish to be treated.3. Extracting profits

Language

We can often see what someone else is thinking by observing their stance, be it sitting or standing. This ‘body language’ can be a clue to how well a conversation is going. It is no different from observing people in meetings or negotiating sessions. Much of the impression we make comes from our body language. It is possible to guess at what others are thinking. It is also possible to use our own body language to communicate. In particular we can

use it to give positive signals.

 

A smile is a non-verbal message. It is quick and easy to send. Here are some other examples:

 

Shaking hands Hello I am pleased to meet you

 

Good eye contact I believe you, I am interested

 

Nodding I agree, I am interested, I am listening

 

Open hands I am comfortable with you, I do not feel threatened

 

Reflective tone or positions I am on your wavelength, I share your view

 

Frowning I do not understand/agree/believe

 

Pointing Can be threatening and aggressive if it is at someone

 

Not making eye contact I am deliberately ignoring you

 

Poor eye contact I am bored, I do not believe you, I am embarrassed

 

Yawning I am bored, I am tired of this conversation

 

Sitting with knees towards the door (!) I want to leave, I need to be somewhere else

 

Looking around I am not concentrating, I am trying to find someone else to talk to

3. Extracting profits

Use ‘open’ body language if you want to project a friendly confident impression. Do not fold your arms or close your hands. There are a great many gestures that can send negative signals.

 

The right combination of verbal and non-verbal communication can be very powerful. When you are speaking to someone you must pay attention to:

 

·        volume

·        tone of voice

·        speed of delivery

·        the words you use

·        emphasis

·        articulation

Our body language modifies the meaning of the words we use. Make sure your modifying signals improve the clarity of your message!

 

Personal space

 

We all have our own personal space. This is the space around us that we feel is ours. We do not feel at ease if other people come into it, unless we know them very well. This ‘comfort zone’ is personal to each of us. It is important to be aware of this and to respect it. A person who needs a large space around them will instinctively back away from you if you move too

close. The temptation is to move closer again because you normally stand closer; if you do so, you can be causing them unnecessary discomfort at having to move away from you again.

You can see this very easily by slowly edging closer to someone you are talking to, as there comes a point at which they will start to move away.

 

This personal space can also be invaded when someone touches you. A simple touch on the arm or handshake can convey affection and warmth. However, one needs to be careful that it is taken in the right manner. People do not like being patted on the back by strangers!

How to Listen More Effectively

To be an effective networker we need to be able to collect information. This means listening to the people we meet. People like to talk about themselves and their business. A good listener is a popular person.

 

If you want to learn, you have to listen.

 

Most of us have been taught how to read but few of us have had any education on how to listen, yet 50% to 70% of our social interaction time is spent listening. It is a difficult and valuable skill. Some factors to consider when listening follow.

. Extracting profits

Lack of background knowledge

 

We often assume that the person we are talking to knows as much as we do about a subject. When this happens to us, we often keep quiet for fear of appearing ignorant. We hope we will ‘catch on’ as the conversation progresses. If it is important for you to understand the other person, you must be assertive enough to stop the conversation and ask for clarification.

 

Selective listening

 

This is a skill frequently practised by children with their parents! We all tend to hear what we want to hear. We screen out the bits that don’t interest us with the result that we often miss important points. To become an effective listener we have to concentrate on both words and

meaning.

 

Making assumptions

 

Sometimes we know the other person well and expect them to express the same views or make the same points. By doing this we don’t pay enough attention to what they are saying and might miss vital information. Avoid making snap judgements about what people are going to say.

 

Disagreement

 

We all hold certain beliefs and values. When another person is expressing contrary views it is easy to ‘switch off’ and dismiss that person. Everyone has a right to their own view. Equally you have a right to express yours.

 

Bias

 

There are some people you like and others you can’t stand. We tend to listen to the former and totally disregard the latter. We can also be biased by the look of somebody or the way they speak. Try to overcome this by finding out what their ‘story’ is. It is usually as

interesting as everyone else’s.

 

Boredom

 

You can think about three times faster than you can talk. If another person’s delivery is slow and dull your mind can begin to wander and you could miss something important.

Try to concentrate on what people are attempting to convey to you. Ask questions.

 

Body language

 

Listen to the words but remember to watch the non-verbal language. Enthusiasm and variation of tone can add to the power of the message. Show you are listening by keeping your body language positive.

 

Finishing sentences

 

It is often easy to leap ahead in conversations and end someone’s sentence for them. When you are wrong it can be embarrassing for them to correct you and you can look foolish. You must allow people to finish what they are saying, even when you think you are sure of what they are going to say.

 

The right noises

 

When you are listening to someone you can ensure they know you are

interested and following the conversation by making small listening noises to show agreement with the points being made. This is particularly important when talking on the phone.

3. Extracting profits

People don’t always care how much you know but they know how much you care by the

way you listen.

 

People like to be remembered and one of the highest compliments you can pay anyone is to listen and to remember their name.

 

Remembering names

 

You will find recollecting someone’s name easier if you can develop your ability to really focus when you meet the person for the first time. Rather than thinking ahead to what you are going to say next, focus on what the other person is saying. Look at the person you have been introduced to. Be interested! This is why it is essential that you practise your introduction so that you can concentrate on the other person.

 

·        Hear the name as the person is introduced

·        See the name as you glance at the person’s name tag

·        Use their name during the conversation or as you are ending it

·        Look at the name once again when the person hands you their card

·        Review the names on your business cards at the end of the day

·        Write the name in your organiser or your time-management system.

 

Memory recall is essential to a networker because you must be able to remember people in order to respond to them and refer them to one another. The greater your ability to store and recall information, the more responsive you can be to the people in your network. There are some other tricks to help you remember people’s names. You are probably aware that the

brain has a logical side and a visual side. If you can link the two when trying to remember someone it can be very effective.

 

If you have been handed a business card when you are introduced, hold it up and look at them over the top of it. Visualise their name, company logo and face all together. This can be practised so that it does not look too awkward! Another memory jogger is to run the person’s name through our mind at the same time as accentuating one of their features, or linking an image to their face that goes with their name. It is not recommended to discuss these techniques as an ice-breaker!

 

The art of conversation

 

It is important to encourage everyone to contribute to a conversation. It is obvious that if everyone has a chance to speak then they will feel included. If people feel included then they are more likely to enjoy the conversation. If they have enjoyed it or found it interesting then they are more likely to remember it - and you. A simple way to do this is to ask questions that require more than a one-word answer. These are ‘open’ questions. They are open to different answers.

 

Open questions and open body language open doors.

 

Listen to what the person does for a job then ask a related open question which will require them to give further details about their company or their role. If you are calling someone in your network for help or further contacts it can also help to ask open questions, eg “Who would you recommend I talk to about help with…?”

 

Closed questions are those that require a one-word answer - very often a simple yes or no. They are not very useful when you are trying to encourage someone to open up. When your requests are made graciously and appropriately, a feeling of respect is conveyed. Asking is a way to empower, include and recognise the people in your network for their resourcefulness.

Be Polite and Courteous

Hectic lifestyles can sometime cause us to overlook common courtesy and good manners. Since networking is about people and relationships, it is important always to be courteous and good mannered. So, for example:

 

·        be aware of the opportunity to hold a lift or a door open for someone

·        when you are seated while being introduced to someone, rise and offer your hand in greeting.

 

You never know if someone you meet is going to be important in your life. Treat everyone with respect and courtesy so that people will enjoy and appreciate being around you. Being pleasant and cordial does not cost you anything but is potentially worth a fortune.

Handle Business Cards with Respect

The purpose of business cards is to give people a tangible, physical way to remember you. They provide easy reference and recall of your name, business address and contact details. It represents you when you are not there and speaks for you and your business long after the time you presented it. Your business card is part of the first impression. It is important to make sure that it is well designed, appealing and easy to read. It must convey the message that you want people to remember.

 

Carry enough business cards for every situation. To help with the odd occasion when you forget to restock before leaving the office, it is a good idea to keep a stock of cards at home, and some in the car. Always have more business cards that you think you might need.

Always keep your cards in the same place so you know where they are. Do not mix them with the cards that are handed to you; you should be able to find your own card without having to search through a stack of other people’s cards.

 

Get in the habit of replenishing your supply of business cards when you return from an event and checking your supply before you leave for the next event or meeting. By thinking ahead, you will always have cards when you need them to give to the people you meet.

Only give out your business cards appropriately. An exchange of cards should be based on a rapport that has established an obvious business connection or when a follow-up action has been identified.

 

Make notes on business cards

 

Business cards are a tool that allows you easily to recall and contact people. It is recommended that you make notes on business cards you receive. Useful information may be:

 

·        the follow-up action that has been identified

·        the date

·        the meeting or event

·        the highlight of the conversation

·        the circumstance of the meeting

·        who it was that introduced you

·        any interesting information about the person.

 

Make the notes on the business card as soon as it is appropriate. This may be when you have

finished your conversation and can take a quick moment by yourself to jot items down. Or it may be as soon as you are back in your car or your office. Wherever it is, do it while the conversation is fresh in your mind. Always review your business cards right away, make any follow-up notes in your diary, and feed them into your filing system. By doing this you will ensure that the information will not get lost, while at the same time you will reinforce the information in your own memory bank.

 

Do not let cards sit in your jacket pockets or handbag for weeks or get lost on your desk!

3 NETWORK

Your greatest asset as a networker is your system for organising and retrieving information about the people in your network. The system needs to hold names, company addresses, home addresses, phone numbers etc, and ideally contact information as well. This can prove a bit of a nightmare if you are trying to set up just one system.

 

Typically you start off with a book full of business cards, a card file, a computer database with names and addresses and another database with email addresses. There is usually a Christmas card list somewhere as well. The ideal is to bring all these together. Then, when a contact’s details change, you only have to make one update. This is possible using a Contact Management System.

 

The best approach is to develop a system that suits you. You must find it easy to use and easy to keep up to date. It must also be easy to retrieve the names and numbers. To be efficient this requires some form of search facility. Paper-based systems such as business card files and index cards can be very effective. However, they have drawbacks, for example when you need to mail everyone in your network or want to be reminded to call.

 

Whatever system you devise for yourself, make a commitment to follow it for at least six months. It will take this long to get to using it regularly.

 

Staying in touch

 

Regular communication is fundamental to the art of good networking. Staying in touch with people consistently will keep your network alive and well. It is not always easy to do this. There are usually other things that are more urgent and need to be done. For something to become easy it needs to become a habit. Writing to your contacts, or calling them, needs to become second nature. The form of contact does not have to be the same every time. Think about using a range of methods:

 

calls, postcards, letters, gifts and visits.

 

You can nurture your network so that it grows. Very quickly you will have a powerful web of contacts and supportive relationships. Remember to make a note when you learn that someone has moved or changed jobs.

 Extracting profits

The telephone can be a powerful tool when used well. If used badly it can make you or your business look very unprofessional. It is therefore important to prepare for your call. Organise your thoughts, make a note of the purpose of the call, determine the results that you would like to achieve. If you are making a call as the result of a referral you will need to:

 

·        identify yourself,