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Networking for Beginners
Every time we attend a business function such as a training course, a
trade show or an annual conference we have the opportunity to network.
In fact, most of us network frequently, although we may not think of it
exactly that way. Networking is
the social part of doing business, and it can really help both you and
your business if you do it right.
One of the most important things to remember is that networking is
social in nature. It’s the difference between a speech and a
conversation, or between an advertising poster and a work of art. It’s
something shared between two or more people and good manners are
important.
These are some of the ‘little rules’ that can make your networking
really pay off. This doesn’t always mean a payoff in the financial
sense, although that’s likely to happen from successful networking, but
also will ensure that you get more enjoyment from the networking events
you attend:
1. Don’t make the mistake of
being pushy or forcing yourself on others. This is bad
networking behavior. Keep it informal and think of it as a way of
meeting people and making friends. Networking is still at its core an
unstructured person-to-person activity.
2. Be memorable.
Although the tone is informal it doesn’t mean that you can’t be
remembered for what you say and do during networking. This takes
preparation and some strategic planning, and if you do it well both you
and those you network with will get more from the event. Be a source of
knowledge or even just have a couple of short jokes ready to contribute.
3. Be yourself
professionally! Anything to do with business is always about
image, even in informal surroundings like a networking cocktail party or
golfing event. Dress well, look good, and remember that you’re not just
there as yourself but you’re also representing your business. The
impressions you give others will carry over into their mental picture of
your organization.
4. Do some preparation.
There’s always a period of introduction in every networking event, so
have a brief statement ready for who you are and what you do. If you say
“I publish books,” be prepared to answer a question about what kind of
books you publish.
5. Remember
their names. People’s names are extremely important, especially
to their owners. Whenever you’re introduced to someone be sure to get
their name right; listen closely and repeat the name so you won’t forget
it. Use their name in your conversation and they’ll be more likely to
remember your name too.
6. Be a cheerful person
whenever you’re networking. Even if you find yourself talking
with somebody who’s got a sad story to relate, do everything you can to
cheer them up and make their day a bit brighter. People remember others
that make them feel good and tend to not bother remembering those who
depress them.
7. Be helpful to others.
While you’re talking with somebody try to think of a way you can help
them. It can be a business-related matter or even just something
personal, such as recommending a book to read or movie to see. The more
you help others the greater your value in their eyes.
8. Be
receptive to others. Networking’s a two-way street and while
you’re thinking of ways to help somebody else they might well be
thinking of ways to help you. If you’re offered something, perhaps
advice or a business contact, be appreciative and thank the other person
for their help.
9. Keep track
of the contacts you make. This can be done with a business card
file or even a notebook you carry with you to networking events. Record
names, companies, contact information and details of where you’ve met
and what was discussed. Especially note down any commitments you’ve made
so you can follow up with them later.
10. Follow-up every contact.
This is one of the most important parts of networking and the key to
making it successful. After the event be sure to drop the people you’ve
met a brief note, sending something if that’s what you’ve promised to
do, or suggesting a social meeting in a week or two.
If there is a ‘golden rule’ to successful networking it’s simply to be
yourself. The rest of the rules outlined above are really just a few
techniques that will be helpful in making the most out of networking
opportunities. Follow them and without any extra effort you’ll suddenly
find that networking adds a new dimension to the events you attend.
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