BUSINESS NETWORKING FOR SUCCESS
Jane, a senior manager at a manufacturing company, was retrenched during the last economic recession. At the age of 45, she found herself competing for job openings with her younger colleagues.After 10 months of unsuccessful interviews, Lucinda decided to try a new role as a financial adviser. For the first time in her life, she went to networking functions to broaden her contact base for business. She felt awkward at first but persevered, slowly building up contacts and her confidence. She became one of the most successful financial advisers in her organisation.Today, Jane, who has since retired, says: "Looking back, the breakthrough came when my boss told me to focus on creating and developing relationships. He was right, it was the relationships that brought in the business."
Networking is all about increasing your contacts, building relationships and expanding your circle of influence. Being a well-connected, resourceful professional not only benefits your organisation, it can also make a huge difference to your effectiveness and career path to success.
Many people do not feel "comfortable" attending networking events, especially introverts. Unless you have the qualities of a socialiser, networking events can be a real chore. Remember the times when you looked admirably at those who seemed to "work the room" with such ease while you were trying to appear busy burrowing yourself in food or hiding in the washroom?
Yet, it is undeniable that networking has become an essential skill in business development today. In fact, many companies are willing to pay more for employees with great people skills. Fortunately, "networking" is not rocket-science. Developing it into a comfortable habit for life can be learnt.
Here are seven steps you can acquire to be an effective networker:
Do your homework
Call the host to respond to the invitation and find out as much as you can about the guest list. That will
give you a goal of whom you would like to meet. Prepare a list of subjects for small talk to break the ice.
Dress your best
First impressions are lasting impressions! Never underestimate the power of the clothes you wear, for they convey messages about you. If you are unsure of the dress code, always call the host to ask. Make an effort to look good - the confidence boost will enhance your professional presence as you walk and work the room.
Bring your name cards
Avoid bringing too many bags and files that will keep your hands full. Instead, carry a simple folder or just your handbag so that your hands are free for greetings and the exchange of name cards. Invest in an elegant, good-quality name-card holder.
Appear enthusiastic
Avoid folding your arms as you move around the room - open up and welcome others to talk to you. Make appropriate eye contact, smile, extend a firm handshake and introduce yourself. Establish eye contact and respond with a beamŽing smile to acknowledge others. These gestures will enable you to break into a discussion group.
Make an impact
The common practice of introducing yourself by name and job designation does little to promote yourself and your organisation in a meaningful way. Add value to your introductions by developing one that creates a positive impact. Besides telling people your name and which company you are from, add a short statement that sums up your company's core business.
Be genuine
Some people feel that functions are "hypocritical" as the real reason they are there is that they are on the lookout for new contacts to support their business.Try going into a networking function thinking: "How can I relate to others and be of mutual service?" instead of "What can I get out of this?" Be enthusiastic and focus on establishing rapport with others by finding common areas of interest. People do business with people they like. Enjoy the process of building relationships as this takes the pressure off focusing only on business results. Be open to the possibilities that unfold from developing a genuine interest in others and business from meaningful contacts will eventually follow.
Maintan relationships
How often have you promised to contact someone but failed to follow up on it? The results of your networking efforts will come from an effective follow-up routine. Decide who you need to build relationships with and be proactive-make the connection by a thoughtful card, e-mail or phone call within a week of your first
meeting.
Always be prepared to "give" before you "get". Invest time and effort in building helpful, authentic relationships that add value and the results will follow. Review these tips in the light of how they can enhance your next networking function. Make a commitment today to identify three areas that you will put into practice at the next social/business opportunity.
