Ask any successful business person and they will tell you that,
above all else, networking skills are absolutely vital to grow your
business. Why, and what are the steps to take towards
networking?
1. Networking can help you gain new friends, new ideas, provide
work and fresh perspectives on life and business.
Speaking to one new person can potentially give you access to
over a hundred new clients or suppliers.
2. Aim to become visible
You need to let others know you exist. By becoming highly
visible you set yourself apart from the crowd, which is what good
networking skills can do.
Decide to be seen and get known. Look for interesting events to go
to: seminars, conferences, meetings, clubs, associations,
presentations, breakfast briefings, lunches. Hey, start your own
networking club.
3. Take care of your image
To have success in networking you must maintain your self-esteem
and build your confidence. Review how you dress, speak and conduct
your body language. Aim to present a professional, positive
image.
4. Always be a positive person
By having a 'can do' attitude and belief in giving and sharing
as well as always offering assistance, your reputation will soon
grow.
5. All events are for networking
You may experience trepidation going into a new networking event
but remember the challenge and thrill of who you might meet there.
We all have different events to attend which are networking
opportunities, eg meeting people to build mutually beneficial
relationships. The networks we belong to can include church,
schools, colleges, work, social life, small business groups,
corporate businesses, family, neighbours, even your gym.
6. Build your relationships
You need to project an image of warmth, approachability,
empathy, understanding, knowledge, and an ability to engage with
anyone. Remember, your most powerful new contact might not be the
most obviously useful person. But people know other people. They
talk.
Above all be genuine. You should take a real interest in
everyone you meet. Remember their name. Listen acutely when they
speak to under-stand their needs and how you could assist them.
Make the conversation about them, them, them. Not you, you,
you.
Tact, reassurance and building trust are the hallmarks and vital
components of building new relationships. And maintaining old ones.
Be relaxed. Do things, so you are interesting.
7. Develop the ability to do small talk
Being able to talk to anyone about anything is a valuable skill
in its own right. It is essential when you're networking. Being
able to start a conversation means you are more likely come into
contact with people who might become valuable contacts, even
friends.
Small talk can be difficult if you're not prepared, so have a
few open-ended-questions up your sleeve such as "How did you get
started in ...?", "What do you need to succeed?" "Where are you
going with it next…?"
8. Develop active listening skills
Networking is not about selling. It is about listening to the
other person and showing them you are interested in them. That
means active listening. Encourage others to open up and talk
freely. Give them your undivided attention, even if it is only for
five minutes. Take an interest in what's said.
Acknowledge this by nodding or agreeing or asking questions. Use
positive body language such as facing them, giving bursts of eye
contact. Sophisticated networkers know how to use subtle mirroring
techniques (body language copying) to develop rapport.
9. Hand out your business card
This is the best way to maintain the initial contact. Many
business people do not have a card! About 25% have a card that
isn't up to date and informative. At the very least your own card
should have your name, postal address, telephone number, email and
your website. Try to include on the back your skills focus to help
others identify what you have to offer. You should also create a
tracking system to identify and remember all those you meet.
10. Be organised
Keep a database of everyone you know and everyone you meet, plus
what they do. Write memory joggers on the back of business cards,
but not in front of the person.
Look for ways to send information to new people you meet. Show you
actually care about them as a person. Genuineness shines
through.
Acknowledgement
Brian Morris is
principal at New
Zealand Institute of Business Studies where people learn how to
turn their love of writing into a highly paid career. A competent
writer can soon learn how to specialise in writing speeches, travel
reports, magazine columns, sports programme notes, short stories,
novels or tenders which bring in the business. Over 900 free
reports are available. Just ask. The Institute offers 2 hour
workshops on relevant topics for $10. eg "Write Your Own Blog". For
latest details and to reserve places, call Carol on 09 274
1917.
Contact Brian Morris on 09 274 1917 principal@nzibs.co.nz
Nationwide coverage.