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So, there we have it, networking is a listening game to build relationships. But, we knew that anyway. The key questions are:
• Are you listening as well as you can?
• Are you being listened to well?
• Have you established with whom you need to build further relationships?
• Do you know which are possible customers? suppliers? referrers?
• Does it matter to the way you build the relationship?
So, if your networking in 2010 is going to help you build all 3 of these types of relationships, not just widen your social circle, you need to plan how you are going to achieve this, be it the networking events you go to, your skill at these events and the follow up or working with others whose skill level or interest is not the same as yours.
Find Sue on LinkedIn and at http://www.suecohen.co.uk/
Contact sue@suecohen.co.uk
If networking isn’t just about collecting cards, what is it? To me, it’s the start of relationship building, it isn’t selling, it is partly marketing and it is based on excellent listening skills.
My experience with people I’ve met in business, not just as training participants, leads me to think that this is part of the problem – people don’t listen well.
Play the listening game, not the card game. How do you know when you are really listening? More importantly, how can others tell? If you don’t get a chance to tell the other person about yourself, that’s fine for the first meeting. I’m not quite sure how you can conclude in a first meeting that there is no way you could help each other, or pass on referrals or contacts, even if you’ve decided you don’t like them, so make sure you get their card and call them for a follow-up.
Find Sue on LinkedIn and at http://www.suecohen.co.uk/
Contact sue@suecohen.co.uk
I went to a networking event yesterday and, shock, horror, I didn't give my business card to anyone and I only received one card.
I met up with a few people I know fairly well and had a variety of discussions. The first, we discussed which networks have proved worthwhile for business, which are great for social and which aren't either. That's networks - not events. Which people have we been able to follow up, discuss business with, find out about them, pass referrals on to and, maybe, get referrals in return?
The second discussion and the novelty business card was with someone I know and was about personal networking - see earlier post "Paying it forward" (Thanks Dan for the sweets).
The other long discussion I had was with someone I'd met recently, and we had agreed to keep in touch and meet up, probably in January. Instead, we had an initial discussion and will discuss further soon - we have contact details, don't need the business cards again.
So, are YOU just playing the card game? Or building valuable connections?
Find Sue on LinkedIn and at http://www.suecohen.co.uk/
To me, networking and building relationships is all about Paying it forward.
You build relationships and a network, so that you can get business - of course. But, one of the ways you do that is by passing on genuine referrals.
Sometimes, they will not lead to anything, sometimes more than either person expected. However, if you are making introductions between people within your network, from a position of trust, this will build.
Find Sue on LinkedIn and at http://www.suecohen.co.uk/
Contact sue@suecohen.co.uk
Anyone seen the film? A teacher challenges a group of 12 year olds to do something which will change the world. Many odd suggestions are made - and then one boy suggests "paying it forward". Each time someone does you a favour, instead of paying them back, pay it forward and do something for three other people. Lots of people do favours for others, without thinking about it - friends, family and colleagues. What about helping a stranger - someone you will never meet?
A young man I know "doesn't understand how anyone who drives or has a family can not give blood".
Are you a donor? If you are unable to donate or are already a donor, can you recruit a new donor or join the bone marrow register? If you are not, don't wait for one of your close friends or family to be ill or have an accident, before you sign up ... and hoping that it will never be needed.
As we approach the Christmas / Chanukah / New Year holiday season, give something really special.
Find Sue on LinkedIn and at http://www.suecohen.co.uk/
Contact sue@suecohen.co.uk
