This article is based on the following book:
Effective Networking for Professional Success: Making the Most Your Personal Contacts (Better Management Skills Series)
by Rupert Hart, Stirling Books, 1996 (ISBN: 0949142093)
We
are all “self-employed” now.
Today there is absolutely no job security. We are living in
an age
of corporate downsizing and freelance consultants, or self-employed
workers, are increasing by the day. Networking is one skill you
need to
practice to get ahead and survive these uncertain times.
Wisdom
in a nutshell about networking:
- Networking is essential for both new jobs and business
contracts.
- Effective networking is 12 times more effective than answering
advertisements.
- Advertising is becoming ineffective except on a large scale.
- Networking helps you find hidden opportunities and can
set you
apart from the competition.
- An indirect approach is better than a direct one. Use someone
you know to introduce you to your target contact. Never go
straight to your target without a go-between who will put
in a
good word for you.
- You can overcome your natural shyness, your fear of using
people, and your fear of rejection.
The
three key networking techniques are:
- Build a network of partners to keep an open eye and ear
for new
opportunities for you.
- Reach targeted individuals in two ways: directly or indirectly.
- Build visibility by raising your profile. Go to every social
gathering you possibly can.
Building
your network is an ongoing process. You need to increase your
range of contacts constantly.
Planning
your networking campaign:
- Define your objective.
- Select the right technique.
- Understand that “deal flow” or your number of
prospects must be
great in order to bag one new business contract.
- Identify your target.
- Work out your positioning. This is a short statement of
what
you are about, what you can offer.
- Think about what you can do for your network partners in
exchange for information and contacts.
Building
networking partners:
- Talk to everyone you know about opportunities.
- Clarify what network partners can and will do for you.
- Know which contacts to build into network partners.
- Find those friendly network spiders, those types of people
who just seem to know everyone.
- Use the telephone.
How
to grow and refresh your network:
- Go out of your way to be where people are.
- Get into the habit of being talkative.
- Get the contact details of people you meet - not just exchanging
business cards, but stapling information like birthdays,
anniversaries, hobby clubs, and key information onto their
cards.
- Choose the right method for the right person.
- Warm up long-cold contacts.
How
to find targeted individuals for your network:
- Focus on what you want to achieve and how people can help
you.
- Use your network partners to find suitable companies.
- Gather key information on these companies.
- Figure out who is the one with the power to hire you.
- Find people connections and common areas of interest.
Reaching
targets through network partners:
- Find and persuade the best partner for your targeted individual.
- Engineer an introduction.
- Build word-of-mouth exchanges about yourself.
Reaching networking
targets directly:
- Decide if you should write a letter or not.
- Be able to demonstrate your achievements.
- Have a line ready to get you past the secretary.
- Act as though you expect to be put through.
- Be ready to leave a short, persuasive message for the
decision-maker.
Your networking
opening line:
- Be cheerful, confident and straightforward.
- Exploit connections and recommendations.
- Mention common interests.
- Report news of interest to the target.
- Wait for a response. Know when to shut up.
- Write down your opening lines before picking up the phone.
How
to be visible without really trying while networking:
- Ask a question at a conference.
- Make a point in a meeting.
- Write letters to your industry magazine.
- Introduce yourself to lots of people at an industry show
or ball.
- Buy people a drink at the bar at a lecture.
- Discuss a book with an industry leader.
- Wear bright ties.
- Make people laugh.
- Have an opinion on everything. (But keep an open mind.)
- Hand out an unusual business card.
- Recast your CV to be a little different.
- Take up an unusual hobby - but not too unusual.
- Don’t overlook using the email and Internet to communicate
your cause.
The authors, Regine P. Azurin and Yvette Pantilla, are principals
in the company, BusinessSummaries.com, which supplies free book summaries of the latest bestsellers
for busy executives and entrepreneurs. You can email them.
Or, visit their Web site.
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