With holiday festivities just around the corner, it’s time to set your sights on a season filled with networking! Now before you fear someone handing you a business card before a beer, relax …party-goers who understand networking would never dream of doing such a thing.
Over the years, networking has taken a bad turn. It seems that some people view it as an opportunity to be obnoxious, pushy or just plain self centered. But the true spirit of networking is about cultivating relationships not collecting business cards and developing a hit list.
In the spirit of the season, it makes sense to review the key principles of networking.
§ First off, networking is a life long, long term investment in your professional life. That means that you should be open to networking all year round, not simply when you need a job, a sale or a favor.
§ Effective networking begins with a central value—reciprocity. Each time you initiate or accept an opportunity to network, you should view it as an opportunity to give someone a gift. Perhaps you have an idea that might be helpful, a willing ear to listen to a challenge, or a contact that might benefit someone. Whatever gift you bring, expect nothing in return and you can bet that someone might be interested in talking with you again. You may get a second meeting or you may have gained some information that will help you later. Trust reciprocity--when you give freely you always get something in return.
§ Remember to engage in a conversation not an interrogation. If you’re at a seasonal party, do not ruin the evening by grilling someone with questions about their work or asking about work problems. Seek to find out about a person’s life outside of their work. How do they spend their time? What plans do they have for the holiday? What favorite gift did they receive or buy? Remember that a shared experience is memorable. If you want to be remembered, create enjoyable experiences. Laugh a little!
§ Talk to people not to job titles. Business opportunities arise from all sorts of people in every walk of life. Don’t assume that a big title means big business. If you look at everyone as your “ship coming in” you are likely to be left behind on the shore. Successful people build relationships with people not titles.
§ Follow-up with like-minded people. Collecting business cards without creating conversation is a sure-fire way to annoy people. Make sure that you have developed a connection with another person before setting your sights on a second meeting. Ask the other person if they would be interested in talking again sometime and then offer to call them. Avoid the shot gun approach.
§ Finally, be yourself. Being honest about your interests, dreams, and challenges increases the chance that you will meet like-minded people; more often than not, these folks will be interested in talking with you again and may well be your connection to a wealth of ideas, information, or contacts that will ultimately support your professional goals.
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