ARTICLES
Jump, and the Net will Appear….IF you are prepared!
Networking...1980s style was a fad. It was the yuppie answer to the good ole' boys. Over-ambitious people attended over-crowded cocktail parties and frantically exchanged business cards while planning to "do lunch" soon. No longer a fad, building an effective network today is a critical survival skill. In our competitive business world, the more connections (NOT contacts) we have, the more opportunities we will enjoy. For some people, networking comes naturally. They actually have fun with it. However, for most people, networking is a learned skill and one that needs practice in order to feel comfortable and be effective. This article highlights some specific techniques you can use to jump-start and enjoy the rewards of building your own personal network.
What is in it for you, especially if you already have a successful business or an ‘etched-in-stone’ job, to build a strong personal network?
Here are just a few reasons
for building a strong personal network:
|
|
Most people…even experts on the subject…suggest that ‘networking’
is a verb…that it is an activity. It is not. A personal network
is a structure. It is a foundation on which to build your personal and professional
success. The greater your desire for success, the stronger, deeper, broader
your network must be. Just like you would build any integrous structure, you
need to build your network strategically and deliberately.
You create your own net by building and maintaining a strong personal network of colleagues, friends and meaningful connections. If you do this, several things will happen. One, you will have a buffer when life happens…and life does happen. Second, maintaining a strong personal network creates confidence and a sense of security that allow us to take greater, but calculated risks. Taking greater, calculated risks generates more success.
Building a network is about sharing ideas, resources and our selves. A paradox that many people don’t fully comprehend…and it shows…is that building a network is about giving. Many people go to functions like this to see how much they can get from it and the people attending. They end up with a fist full of business cards and little else. Certainly that is no way to build a foundation for lasting success.
Adopt a personal ‘giving’ style so that when you attend a function such as this, or even when you are riding in an elevator with someone, you can add value in every interaction. Attend to being interested, as opposed to being interesting. You will easily attract more people and opportunities.
Building a network is a quality game, not a quantity game. You may know Pareto’s Principle, or more commonly known as “The 80/20 Rule.” Twenty percent of your opportunities will give you 80% of your returns. In turn, 20% of the people you encounter will offer you 80% of your opportunities.
Too often, people use the ‘scatter’ approach to building a network, pushing their business cards into the hands of as many people as possible, “hoping” that something of value happens. This is an expensive approach—costing time, money and your professional image. Furthermore, it is not a strategic or deliberate approach. Therefore, it is a waste of time and energy because there is no exchange of value to solidify the connection.
A better approach is to select your networking opportunities wisely. Ask yourself, “What venue will give me the biggest return for my investment?” Ask yourself, “Who might be the biggest Center Of Influence”? It tends to be ‘easier’ to go for the smaller fish, but the rewards aren’t nearly as great. You might, however, want to practice your network building skills on the smaller fish. Save your best stuff for when it really counts.
Products and services rarely, if ever, sell themselves. People buy from people. And before people buy from people, they buy into people. People employ people they know. People do business with people they know. Make sure you…and your value…are known. You need to build your own ‘brand’ and get it to the marketplace.
You might even make the goal of having two lunch meetings per week. Tom Peters once said that lunch should never be ‘wasted’ by eating alone.
Keep a “you” attitude. It relates specifically to my earlier warning to build your network by sharing. Most people have the “me” attitude…personally and professionally. The paradox is that when we adopt the “you” attitude, it attracts what you want.
Seek to add value in every interaction. In fact, try doing that for one week, and then make it a life habit. It is an amazing exercise in getting what you want in life.
One of my favorite ways of adding value is making connections, introducing someone to someone else who might be helpful or might just be fun for them to know. When I make a ‘valuable’ connection, I’m doubly thanked! Another way to add value includes: being generous with ideas, thoughts and time. Send someone an article or a web link that they might find interesting or helpful. Finally, staying in touch, especially when you don’t need anything, is always appreciated!
The most important aspect of building a strong personal network is to make ‘quality’ connections and maintain them. When I meet someone I want to add to my network, I always find a value-added reason to stay connected. It is sad that most people don’t follow up or follow through. Use that fact to your advantage. You will automatically be remembered in others’ networks if you are one of the few who do.
Building a strong personal
network requires you be what you want to attract, choose your venues wisely,
and keep a “you” attitude to increase your opportunities.
© 2001 All rights reserved Paris Communications
