Successful
Networking is an Attitude
By Deb Haggerty
Being
successful at networking requires more than just a smile and a great database.
Successful
networking is a state of mind an attitude. Even though networking is often
defined
As
cultivating clients, the attitude that will lead to success is one of giving,
not getting.
The
selfish networker.
When
this person enters a room full of people, he views everyone as a potential
customer. His conversation is slanted to selling whatever it is he does. He has
success, but limited success. He has to go through a lot of people to get any
results.
The
successful networker.
This
person enters a room, she sees people who need to be connected with other
people. Her conversation is geared to finding out what people need and then
determining if she knows someone else who can provide it. If that person turns
out to be her, so much the better, but the key here is that she doesn't go into
the situation with that end in mind.
Once
this attitude is adopted, there are three steps to make networking pay off.
Process, Place, and Practice.
Process.
Process refers to how and why you are going to go about networking. Determine
the answers to the following questions:
Why am I
networking?
Who will
I be networking with?
What am I
able to give"
What do I hope to gain"
When will
I network?
With
these answers in mind, set goals for your networking, decide on a track system,
get your tools ready (business cards, brochures, contact lists for referrals).
Place.
Open your mind to the endless possibilities. Anywhere there is another human
being there is the possibility of networking. Especially good locations are:
Chambers of Commerce
Professional Conferences
Social Clubs and Churches
Networking Groups
Professional Associations
Alumni Associations
Charitable Organizations
A
few months ago, I was in the lobby of a hotel waiting for the airport shuttle.
As I waited, I noticed a lady lift a beautiful necklace from her shopping bag
and admire her purchase. I said, "My, what a pretty necklace." I was
tired from the conference I had attended and wasnt at all interested in
networking. Even though I didnt think I was networking, those five little
words to be proved to be some of the best networking Ive done?
As
we were loading, our luggage, she asked me, "And what do you do?" My
spirits plummeted. I was tired from a long trip. I didn't want to go into a
sales mode, so I tried to be brief "I'm a professional speaker."
"Oh really"" she exclaimed. I come to these conferences looking
for speakers for my company. My inner voice sighed. "Why now? Im so
tired. I dont want to do this!" We got into the car and as we glided off
to the airport, she asked, "What do you speak about?" In a totally
negative state of mind, I handed her my business card and mumbled that my
speeches were listed on the back. She read down the list of talks and asked.
Right Person, Right Job what's that all about?" At that point I gave
up and realized I was getting into the conversation whether I wanted to or not.
I explained that many of my consulting clients had been burned in the
hiring/firing process, that I had found some objective assessments to use in the
process, and that the speech taught a better way to hire employees.
"Really"' she excitedly interrupted. "I have to hire someone next
week and I can't afford to make a mistake! Please overnight me the marketing
materials for these assessments."
When
I got back to the office, I sent her the materials. She liked them and purchased
the software and the assessments. Next, she hired me to come out and spend two
days with her department to work on team building. The day I returned from that
engagement, I received a call from another group in the same company asking when
I could come back and do the same for them!
Without
even trying to network, as a matter of fact, doing everything I could to avoid
it, I sold product, booked two engagements, made a friend, and added to my
network.
Practice.
Like anything, else, proper networking a process that can be learned but must be
practiced to get it right. The most important aspect of networking is creating a
good first impression. Since you only have one chance to do this, it makes sense
to hone the skills that will accomplish it. Here are some guidelines:
Keep business cards with you at all times, along with pen and paper to jot notes
on the cards you receive to help remember the who, when, and where of why you
have them
Have a "TMAY" attitude - "Tell Me About Yourself." This is a
short phrase that will enable you to respond professionally and in a way that
will attract interest and lead you into a meaningful conversation.
Remember the 3 foot rule. Anyone within three feet (about the length of a
handshake) is a prospect and possible contact for you.
Always smile at people it is contagious!
Have fun! Take networking seriously, but don't be serious when you are doing it.
Networking is an attitude - both yours and the other person's. Your job is to get others to see you, as someone who wants to help them, not sell them. Once you accomplish this, everyone you add to your network will be actively selling you to everyone else they network with. In giving, you receive. Proper networking is the definitive "win-win" relationship.
Deb
Haggerty: President of Positive Connections, former executive with AT&T and
Southern
Bell.
Deb holds an MBA in Personnel and Human Resources Management. Deb specializes in
showing people how to hire the right person for right job and how to develop the
skills to successfully get along with others. She is the co‑author of The
Sales Coach and The Communication Coach. To learn how to grow your business
through Deb's books, tapes and seminars, or for a free analysis of your business
card, call her at (407) 856‑2897 or write to 2212 S. Chickasaw Trail, Ste.
306, Orlando, FL 32825.