A client of mine was laid off after 15 years with the same company. One of her first realizations was that she wished she had networked more during that time to stay in contact with people she met in her industry and to make new contacts. This would have proved invaluable to her when she started to look for new work.

What is it about networking that's not working for you? I'm talking about the old fashioned face to face contact, not social networking, which is a whole other topic.

We continue to hear that networking is the number one way to find the job we're looking for, earn the business we want, find the resources we need, and to make the connections we need as human beings. Well, why aren't we all stars at networking?

I always thought networking had the meaning of working hard to grab as many people as you can in your net. Kind of like fishing for tuna. The more the better. I thought it was an odd word to use.

Image by: Lumax Art

Dictionary.com defines networking as: a supportive system of sharing information and services among individuals and groups having a common interest.

Isn't that a much more effortless way of looking at it? Oh, it's supportive. That means that I can also help other people. And by the way, that is the best approach to take. Magic words asking someone "How can I help you?"

Oh, it's a system. There is an order, a schema. Now, that I can work with. I need a plan to work in a system. I can do that.

Oh, it's sharing information and services. It's not about going in and being desperate to make the one right connection (although it is about making connections). I have lots of information and great services to share. And, oh, it's about sharing. I just have to find that common point and we're off!

Oh, we have a common interest. Of course. That is what would draw a group of people to any networking event. All I have to do is find the common interest.

They are there for the same reason as I am. To find a supportive system of sharing information and services among individual and groups having a common interest. Knowing we're there for the same reason sure does make it a lot easier.

Now having a different perspective on networking, here are a few things that I have found to work for networking at events.

1. Just do it. I was really fearful of networking when I started my business eight years ago, but now I consider myself a pretty good networker. I still feel the GULP and I still do it anyway. I remind myself that most of these people are here for the same reason I am.
2. Be specific. Have your 15-30 second elevator speech ready. Use a networking event as a playground for testing out your elevator speech. Use it and see how it lands. Try it several times and if necessary revise it.
3. Future contact. I remember that in all likelihood if this isn't an industry event or a regular networking event, I will never see most of these people again…unless I want to. This idea frees me up to do things such as test my elevator speech, or a new marketing phrase I want to set up, or to do a survey of something.
4. Ask the other person, "How can I help you?" These are the magic words and I have found that most often, people don't know what to ask, but they do love being asked. You just must be prepared to help them if they do ask you for something specific.
5. Keep your promises. If you say you're going to do something, e.g., make a connection, give a referral, send an article, be sure you do it. There is nothing worse than breaking a promise to start off a relationship.

"The successful networkers I know, the ones receiving tons of referrals and feeling truly happy about themselves, continually put the other person's needs ahead of their own." ~Bob Burg

Expect a call from me soon. I'm networking.

Step into leading and play a Bigger Game in your life…don't wait…model leadership…the World needs us to do this.

Lead strong!

Pat

Rolodex Power

Image by: Lumax Art Rolodex power. Your power is almost directly proportional to the thickness of your Rolodex, and the time you spend maintaining it. Put bluntly the most potent people I've known have been the best networkers -- they "know everybody from everywhere" and have just been out to lunch with most of them. One reason (among many) that women may well take over the world of "virtual enterprises" is that they seem to have a greater instinct for networking. And the unfettered-by-machismo males who have taken to networking will do better than those who shun it as "sissy stuff." But truth is, it has always been the age of "networkers"; and in an era where organizations depend more and more on tenuously connected outsiders to get the job done, it will only become so. ~Tom Peters

back to top

---

• Read: For the intelligent optimist in us all. Comes packaged with solutions, too.
• Watch: Be Specific and Terrific. Vague is the Plague.
• Just for Fun: What not to do when networking

---

Recommended Reads with links to Amazon.com

"Pat is a superb coach. She is one of those rare breeds who do well not only in one-on-one coaching but also in facilitating groups and developing teams. She helps people negotiate periods of transition with purpose and with grace. Her breadth of experience and knowledge is a great asset to any organization or individual that works with her."

~ Heidi Eisips,
Business Entrepreneur

back to top