In the first part of this article, I discussed basic principles of networking and presented the list of my Top 10 Rules of Networking. Below I took this opportunity to go into specifics on what you should know about each of my rules.
10 Rules of Networking
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Keep in mind that networking is fundamentally an exercise in reciprocity. Don’t put effort into networking unless you are sincerely prepared to give—repeatedly—by providing contacts to others before you get anything back in return. There is nothing more important for networking than having a reputation as someone who “gives back.”
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Be authentic. Explain who you are in compelling terms that strike a personal chord. Give the people you are networking with a reason to trust you and want to build a relationship with you. Articulate what drives and intrigues you.
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Start by being genuinely interested in the other person - and not just because you hope to get something in return. People can tell when you’re faking interest in them. Sincerity counts. If you’re planning to go to a networking session but aren’t feeling inspired to listen to people and care about what they say, do something else instead.
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Start networking conversations with open ended questions. These are the kinds of questions that ask who, what, where, when, and how--as opposed to those that can be answered with a simple yes or no. Open ended questions can lead to a conversation that goes to unexpected places--which is what you want. Some good open-ended questions to consider using: How did you get into doing what you are doing? What makes you and your business different? What do you like most about what you are doing? People like responding to thoughtful questions that probe their interests, background and motivation.
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Become known as a powerful resource for others. When you are known as a strong resource for contacts, people remember to turn to you for suggestions, ideas, names of other people, etc. This keeps you visible to them. Try to be helpful in ways that go beyond business, such as helping someone who has recently relocated get acquainted in your community.
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Understand and communicate what makes you distinctive and interesting. Be ready to explain what you do and how it complements what others do. What special traits or background do you bring to it? To get referrals, you must first be able to articulate a clear understanding of what you do. Give people a reason to remember something vivid about you when they look at your business card the day after meeting you.
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Be able to articulate what you are looking for and how others can help you. If someone asks you "How may I help you?" be ready with a crisp, specific answer. But don’t over-reach relative to your stature and what you have to offer in return. Saying you want an introduction to the CEO of a publically traded company is unlikely to be successful.
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Check people out carefully before agreeing to refer them to people in your network. Referring someone you meet to someone you know can really damage your relationship with that person if the person you refer to them turns out to lack standing or professionalism. If you have any doubt, consider making yourself part of the meeting or phone call.
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Find out what happens with introductions you make. This is essential for getting some credit if the introduction turns out to be mutually beneficial. If it wasn’t beneficial to both sides, you need to understand why--so you can revise your view of both parties’ interests and appeal. Collect data points on the people you refer to others and on the people to whom you refer them. This will enable you to be more precise and targeted in how you help bring people together.
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Be ready to do homework. If you sense someone is reluctant to refer you to people they know, volunteer to do homework to make the case that what you offer would be of interest to their contacts.
Most of all, realize that networking is about relationships. Avoid a “transactional” attitude that focuses on today and tomorrow. Network the way you run your business - for the long term. As in other business and personal endeavors, patience and persistence in networking is the winning approach.
Sue Lehrer has more than 25 years providing business development to professional service companies including banking, accounting, law, service and staffing firms. Learn more or contact Sue here.
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Top photo credit: Dallas Business Journal, Pictured all the way to the left is Jerry Dilettuso, Pictured all the way to the right is Devesh Sharma - both of Newport's Dallas market.
