Networking Skills

If you haven't started networking yet – shame on you! Every new business must develop a network of influencers who can guide people to your door.

There are several common reasons why people don't bother with networking e.g., they hate going into rooms full of strangers and joining groups who are in lively conversation; they can't see what benefits there will be from random networking, or it all takes just too much time... there's always an excuse to avoid networking.
Let me share something with you. Your network, if effectively developed, will banish any discomfort when meeting strangers, will bring you loads of business opportunities, and is really worth the time and effort.
Assuming that I'm not talking to the converted here, let me explain how to start building and developing great relationships that will make a huge difference to your working life.

Why Network?
Networking isn't just about 'what's in it for me?', it's about communicating ideas. A good network keeps you informed through co-operation, creating opportunities, making contacts and building strong relationships. Other people's recognition of your good intentions will influence 'the influencers' to say positive things about you when you're not around – e.g. free advertising.
Knowledge is power – your network can act as an encyclopaedia. If you understand the value of your own brand, and the fact that you too have knowledge that you can offer to others to help them with certain aspects of their business, then you will also be recognised as an expert worthy of giving your own worldly advice.

Prepare yourself for networking
● Prepare to maximise your personal capital in the market – keep on developing your personal brand so that people begin to recognise your value and will remember you after the event.
● Make sure you have a viable, informative, short and sweet 'elevator pitch' – the few words you use when asked what you do should inform the questioner how you can help him/her. It has to be of interest and should spark further curiosity.
● Research your local networks and ensure that you are targeting the right ones. Nothing is more soul destroying than spending an evening with people who are absolutely no match for what you do.
● Write a selective, delegate list and find the people on that list that you think would be good to meet and build synergy with. Expectations when networking
● What are you expecting from a particular event? Is there an issue to resolve or important contacts to make?
● Are you prepared and committed to the work, time and resources necessary? Networking takes time and energy but will be rewarded if you regularly commit yourself to taking part.
● Do you find starting conversations with strangers difficult? Then remember the simple formula, ask open questions to encourage a conversation to start.

Quality or Quantity?
● Never thrust unrequested visiting cards into people's hands, be selective and wait to be asked for your card which then shows their true interest. Never, however, network without enough cards!
● You're there to network, so it is quite acceptable to move on after a few minutes conversation with someone, that's what it's about - to find and build connections.

Build rapport
Ask yourself some questions:
● How are your listening skills (really!)?
● Is your body language positive and friendly? Are you offering esteem?
● Are you looking your best? Professional? Dynamic?
● Is your voice - accent, pitch, pace, volume, tone and clarity, good?
● Are you smiling? Is your handshake firm and dry?
● Are you good at remembering names?
● You're not about One-upmanship – are you?
● You don't complain – do you?
● You don't hog the conversation – do you?

Finally, to underline why you should network, you will find that you will soon have more opportunities through a growing number of contacts, and improved sales with shorter sales cycles; a much improved cost effectiveness in lead generation, and your confidence levels will soar as your personal brand is recognised as being valuable throughout your extensive network – plus, it's huge fun!