The Keys to Successful Networking

Networking has become indispensable to all types of professions. Yet it continues to be misunderstood by many who consider it a limited interacting with like types of perceived status and power. Admittedly, some people have more influence, contacts, and networking savvy than others.

Most BP members know the basics of networking with those of similar or related professions. However, it is a mistake to summarily dismiss other people because of their occupation, longevity in their profession or perceived usefulness. You never really know if a given individual can put you in touch with exactly the person or company that you want or need.

There are a number of ways to be useful to fellow networkers, even if you can’t provide direct referrals. You can be a matchmaker, introducing people or suggesting meetings of people with similar needs or businesses. By learning as much as possible about people, you can provide other resources, information, or related expertise that will be helpful. Additionally, you can plumb your own network and provide useful contacts or resources.

Networking is getting to know people, establishing a genuine rapport with them, getting them to know exactly what you do, getting to know exactly what they do, establishing a positive connection (getting them to like you), and then sharing contacts and referrals. The essence of networking is learning about people through sustained interaction, and sharing that information. It is vital to establish a strong relationship with others to get the most out of networking.

Every group has a nexus, or center of influence. Sometimes it is that person who leads to other desired introductions. It is also valuable to meet one on one to focus a discussion. Dyads (meetings of two people) often have a fundamentally different feeling than a troika or larger group, especially for introverts. It is valuable to take advantage of dyads in order to deepen relationships or to discuss specialized issues.

Rarely do people share everything about themselves in the first meeting or in large group settings. It takes time to learn things about people that actually allow the sharing of information and resources. It can take many forms, not all related to business. You never know who knows whom, or who might be able to assist you with something. Once you learn about someone and what they do, make a commitment to keep your eyes and ears open for anyone who might avail themselves of their services.

It should be noted that for many people, it is the non-business aspects of a contact or resource that might be the most important thing to them at a certain time: a school for their children, a golf instructor, a residence for their aging parents. Sometimes business comes first and social things later, sometimes vice versa. You never know when and where you might find someone who will serve as a conduit to the person whom you are attempting to reach. In fact, when people’s guards are down, they might be more willing to share with others in informal, non-business settings.

The focus should always be getting to know more about the person to whom you are talking. Be open-minded and ask questions to find ways to help the other person. Another key aspect of networking is patience. Don’t expect referrals overnight. It takes time, numerous and varied contacts to build fruitful personal and business relationships. When you do get a referral, not only thank the person who provides the referral, but make an effort to reciprocate in some way. The return favor could be a referral, introduction, useful tip, a gift, or public gratitude.

So what then are the keys to effective networking? Listen more than you speak, and have a sincere interest in getting to know as much about a person as possible, especially during the small group meetings. Remember other people whom you know so that you can make introductions to put people together. Be likable. If people don’t like you or resonate to your personality, they are unlikely to share business or information with you. Have an attitude of helpfulness and sharing. The more people that you help, the more people will want to help you. Be a giver, not a taker. And above all, don’t judge a book by its cover. You never know…

By: Bill Saleebey, Ph.D. American Relocation & Logistics

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