It’s January, and the gyms are all full of people who made New Year’s Resolutions to get fit. Business and professional association meetings are also packed with people who made resolutions to start networking more, even if they’re not exactly sure what that means.
Business cards, we know it involves exchanging business cards (though we often don’t do anything with them once we have them). And going to events. So we go to an event, and stand about feeling awkward because we don’t know anyone, or find the one person we do know and spend the whole time with them. But after doing the event thing a couple of times, and not seeing any benefit, like the January crowd at the gym, we lose interest in networking.
But just as getting and staying fit requires a change in lifestyle, so building a powerful network is about changing the way you view networking. Here are a few thoughts for getting started:
- Start with your existing network. Not to discourage anyone from attending a networking event, but you probably already know plenty of people that you haven’t taken the time to develop into solid contacts, haven’t build a real relationship with. Have you gotten to know them well enough to know how you can help them, who you can introduce them to, what resources they might need? Try going through those old business cards and doing some of the follow-up you never got around to. Get in touch with the people you haven’t talked to or seen in months, just to catch up.
- Be a matchmaker. When you meet someone new (or are catching up with and old contact), always be thinking who else in your network they should get to know. Put people together. Think of your network not as a wheel with you at the hub and spokes linking you to individual contacts, but an intricate web of connections that cross-connect and all link back to you.
- Look for opportunities to benefit your network. Even though I’m not in the market for a job, I always cultivate relationships with recruiters I meet. They know I have an extensive network of communication professionals, and that I’ll always take the time to help them find good candidates. People in my network benefit by hearing about great opportunities. I benefit because over the years I’ve helped dozens of my friends and contacts get jobs (or at least get in the door, they did the rest). Those are the kinds of favours that come back to you.
- Become known as a resource-finder. I love it when people come to me with the question that begins “Do you know anyone who….” Need a lawyer, dentist, graphic designer, freelance writer? I probably either know one or know someone who knows someone, and by providing the referral, I’m strengthening my network. By the way, having a vast network of resources can be incredibly valuable to your employer, too, because it makes you a miracle worker, able to accomplish things others can’t. Become known as the go-to person to find any resource.
If you’re a networking newbie, there are plenty of techniques and skills you can use to help you feel more comfortable and be more organized with your networking (if you’re interested, you can download my Power Networking Tips here), but the real power of your network comes from making a long-term investment in helping other people succeed. Remember, the most powerful network is the one that owes you favours.
Barb, what a great time of year to draw parallels between the fitness surge and the networking surge. You are right… it is a long-term investment. Why is it such a difficult concept for most people?
I guess people like you and me (I’m the Membership Director of chamber of commerce) need to keep educating people. I’m sure you spend a lot of time in person (and in your blog) explaining it to people. But just like we don’t want to hear that it’s going to take weeks to shed those 5 lbs, we don’t want to hear that it’s going to take time to build a relationship. We’d rather hand out our cards and ask for referrals from total strangers!
Thanks!
Beth Bridges
Enjoyed your post. I would also add that the process of networking works when you keep it up, and not just rely on it when you are in need of something. This can be as simple as forwarding an online article to someone that may find it useful. I also find that volunteering with a business association is a wonderful way to offer your skills and meet interesting people along the way.
Barb, I couldn’t agree more.
By coincide, I wrote a short piece on networking yesterday that echoes many of your points. I was recently at a social event and heard a communicator say that she was embarrassed that she was going to have to call her contacts again so soon after having done the rounds the last time. I couldn’t help thinking, “If that’s what you think networking is, you should be embarrassed!”
Some key points that I think people should remember that complement yours:
1) My reputation is on the line if I recommend you, so I need to feel confident in your abilities. If I haven’t worked with you, your CV is not likely to be enough. Show me what you can do by getting involved in your professional community. (And understand that if I am not impressed by your performance there, that will be reflected in my recommendation or lack thereof.)
2) Thinking you are a nice person is not adequate for me to risk my professional reputation by recommending you.
3) While it is good to let your contacts know you would be open to another opportunity, I (and others) are going to suggest people who we think are well suited to opportunities we hear about, not people who just happen to be standing around.
4) Market yourself, and by this, I do not mean e-mail me asking for help. I mean, write articles, give presentations, take a leadership role and otherwise demonstrate what an asset you are.
5) Applying for any and every vacancy is neither good networking nor good career management. It demonstrates a lack of discernment and strategic thinking as well as a selfish interest that your paycheck is the only thing that counts rather than a paycheck linked to you actually providing value.
6) If you are networking because you need a job, you’ve waited too long to get started. Just as it is easier to lose a few kilos than recovering from becoming very obese, it is easier to network successfully if you start when you are secure in a job.
You make some great points, Kristen. And in fact, our relationship backs up what you say. We’ve worked together on boards, seen each other’s work, and built respect and trust that goes far beyond the superficial networking that most people do. The benefits of that relationship extend to the rest of both our networks, because I know that if you recommend someone, I can confidently recommend them, or hire them, or whatever.
[…] on events only. Barbara Gibson of Connecting the I’s has done a great job at presenting networking as a way of life […]
Great post! I’ve never taken the time to stop and think that maybe I should develop the networks I’m in more. That’s a point well taken!
Visit me @ http://www.momontherun.net
This is a great post Barb!
I started seeing a turn in the networking concept about 4 or 5 years ago. There was a time when people only used networks as a way to “get ahead” and “step on the head” of someone else as you moved up the ladder success. What a sad state of affairs that was!
But, about 5 year ago, the thought changed and networks became more about encouraging and empowering others, instead of just about “me, me, me.” Of course when you look out for others, the benefits are great!
Thanks for you insights!
Dr. Rus
Interesting and readable post - well written!
I call myself a network evangelist and to me its all about A Givers Gain; The more you give, the more you get. The most important is to show interest in others and see how you can help - relevantly. Nothing comes out of a closed hand you know. Networking is all about sharing in mutual trust for equal opportunities.
Social Media helps a lot in connecting globally and you’ll find all my communities on the sidebar on my blog.
Couldnt agree more. I seem to spend most of my time networking these days and not just for my own personal benefit either. I really enjoy helping and suporting others and take the time to pass on my knowledge and contacts to other people and groups of people I come into contact with. Very often I am the bridge between two disparate networks and putting them in touch with each other is highly rewarding…and beneficial to us all in the long run of course!
[…] Barbara Gibson, Chair of IABC, wrote a blog list of power networking tips. I’m not going to disparage her suggestions, because it really is sound advice. But I’ll let […]