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Network to Win BusinessNetworking became a fashion word in the ‘80s – most people attribute the idea to Amway, but this method of developing contacts has been around since man first saw the benefits in sharing the spoils of a day’s hunting with someone who had found water. People are more likely to do business with people they know. All business people are aware of successful companies that are not necessarily the best in their field. Their success may be due to networking spreading the word and becoming the recognised name in a particular business arena. Networking has now evolved to include vast web-based systems designed to link business locally, nationally and internationally. E-networking has its place but nothing can replace face-to-face contact in the immediate area of operation. People can do business by letter, phone, fax or email, but a face-to-face conversation establishes rapport more rapidly than any other interaction or communication. Meetings form the basis of the most productive relationships. You – not your assistant – must be out there. Networking is the first step toward creating visibility. It is difficult to leave a project, a deadline, piles of urgent files, clients, patients, or customers to attend a business even but it must be done. Move out of the comfort zone and get among the movers and shakers. Both Australia and New Zealand offer a number of networking opportunities through business clubs, breakfast or lunch seminars and social groups. The first rule of networking is to get out and about; business links can’t be forged by sitting at home or in the office. It is impossible to create a positive presence without being present. Creating a positive presence requires effort. Networking is not a merely social occasion, although one must be sociable. The object of the exercise is to net-business. Image is important. Dress for success but in the style the occasion demands – don’t turn up for a 7am breakfast meeting in the gear you wear to meet friends for an early morning coffee. Learn how to work a room. There is a very old book called “How to Win Friends and Influence People” by Dale Carnegie. Carnegie was one of the first people to present the idea of networking as a business tool; there are now hundreds of similar works in circulation but the premise is the same – making others feel comfortable is the key to networking success. Make your presence felt by appearing confident and at ease. Lean into a greeting, smile and offer a firm handshake. Convey energy and enthusiasm. Show interest in others; maintain eye contact, self disclose without rambling on with lengthy stories, ask questions and listen to the answers. Good networkers can converse on a range of topics; they are well informed and well mannered. The people who attract people don’t take themselves too seriously. Successful networkers don’t drop names, boast about the car they drive, the house they live in or how smart their kids are unless it is relevant to the conversation and even then, they let the other man win. Making other people feel good costs nothing and places you in a favourable light. Prepare for networking with a range of very short stories of interesting, humourous and appropriate situations. Introduce people to each other with an enthusiasm that motivates conversation. Convey respect and genuinely like people; this is the core of communication. These rules apply to events and meetings within your company, at professional associations and at business or social events. Develop a network within a company, at professional associations and at business or social events. Link people with whom you trade information. This allows casual conversation – the cornerstone of relationships – to develop. A network of co-workers from other departments increases your information base and effectiveness. Networkers realise it is not enough to do a job well; people who count have to know who you are. Attend company functions and join in the fun – a three-legged race may not be your idea of a good time, but the willingness to have a go promotes visibility and shows you are a good sport. Use company events to meet people and make an impression. Circulate and talk to everyone: co-workers, their partners and kids. Talk about whatever interests them, the weather; favourite foods and activities may not be riveting topics but they can lead to deeper conversation at an appropriate time. Join a committee that makes you a visible host. Develop good hosting skills. Make sure quests are comfortable. Carry those little extras that make a person memorable (a can of insect repellent will come in handy at an outdoor event). Treat associates’ partners as interesting individuals. Children are often invited to casual events. Talk to the offspring of co-workers, colleagues and superiors. Ignoring kids makes a negative statement; paying attention to them makes a positive one. Volunteer for a committee or run for an office in a business or community organisation if you are prepared to put in the hard yards. Volunteer work requires the ultimate in professionalism. Doing a great job – nothing else will suffice – can cost time and money; mess it up or bail out and forget about referrals. Networking is a public relations exercise. Dress and behaviour project a stronger image than business cards. Act appropriately – our performance at the theatre is different to our behaviour at a football game. It is the manner we present, how we carry ourselves, what we communicate and how we relate to the situation that makes the difference. Meet the people you want to know by serving on boards, participating in projects, or attending events. Becoming visible, increasing our networks, resources and business happens informally. People are more likely to do business with someone they know. The 10 Network Commandments1. Smile |
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