“Networking,” (net-wur-king)

noun 1. a supportive system of sharing information and services among individuals and groups having a common interest: Working mothers in the community use networking to help themselves manage successfully. – Dictionary.com

 

This month, I am going to offer you an in-depth look at the art and science of networking. A topic extremely relevant during these economic challenged times. When this buzz word first arrived on the scene, we had visions of men and women in suits, exchanging business cards and prospecting for a potential sale. All these years later, we’ve moved well beyond that perspective. Actually, I coach my students/clients to now call it “Relationship Building.”

 

Exchanging business cards at an event or meeting is absolutely worthless without a strategy beyond that action. That strategy should be based on building awareness and visibility for you or your organization and creating a rapport with the person or organization that you are relationship building with. Who really wants to do a favor for someone that they have zero relationship with? We are social beings. We like to help people we know and people we like. True relationship building (RB) is not just about asking for a favor or a job. It is really establishing a positive relationship and maintaining or growing it as the years go by. Our networks are fluid and dynamic. They can change in relationship to our age, occupation, marital status and logistics. The wisdom is to value the person/organization while in our network. They will not be there forever!

 

In my corporate telecommunications career, I was blessed with a masterful social networking mentor. He taught me “quality over quantity.” In our event management department we produced logoed sport apparel for gifts. We selected only the top brands on the market. Why not cut the budget and buy inferior goods? Simple, a quality garment lasts for years and years. Not only does the logo sustain, but the guest remembers who gave him or her that shirt/hat. The brand endures and so does the relationship.

 

My mentor also taught me his version of “The Art of Networking.” People don’t like to be contacted just for a favor or to talk about nothing. That’s OK for the TV show “Seinfeld.” Before you pick up the phone or click off an email, think about what you are going to offer your contact. Is it timely or valuable information for them? It is a call of concern for their issues?  Are you following-up on a previous topic? Are you inviting them to your birthday bash in the Bahamas? Make your call, email or text message relevant and not exploitive. Always take immediate action after the exchange, if applicable. Our sense of immediacy and sincerity helps to build rapport with our relationships. It’s all about the action taken, post business card exchange. Build on the common ground. It’s our foundation for successful, effective RB.

 

So, before I close to go and celebrate my birthday, I’ll leave you with some of the current tools of Effective RB:

 

• Face-to-Face Meetings/Parties/Events: nothing will ever replace this experience.

• Web-cam: convenient and inexpensive

• Phone: personal, convenient and cost-effective

• Email: make sure that it can get through the “spam-guard”

• Text Messages: quick and to the point

• Net based Social Networks: MySpace, Face Book, LinkedIn

• Letters and note cards: in techno-age, these really get noticed

 

RB Factoid:

According to a study by human-resource advisors Drake Beam Morin, 64% of the people surveyed said they found their new jobs through networking.

 

Keep establishing and growing those quality relationships. It’s a better investment than the stock market.

 

Hope you had a Happy Halloween and I’ll see you next month!