Networking

Networking

This post is by Michael Pollock, the original owner of Small Business Branding. Yaro Starak now owns and produces the latest content for this blog.

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The term "networking" bugs me. Not sure why. It’s too 20th century I think (what IS the 21st century version?). In any event, it’s an important skill set. Not just for solopreneurs, but pretty much everybody. I’ve been reading Keith Ferrazzi’s latest offering, Never Eat Alone : And Other Secrets to Success, One Relationship at a Time. Pick it up if you get a chance. It’s really good.

I’ve also been reading Keith’s Never Eat Alone blog. He made in interesting statement in a recent post:

"Too many people see relationships as pies — where if you
take a piece, there won’t be as much left over. Relationships and networks are more
like muscles. The more you work them, the bigger and stronger they get."

My friend Helaine is not what I’d call a networker exactly (although she is the President of her BNI chapter). But she’s fabulous at creating, maintaining and strengthening relationships. It just seems to come naturally to her. I, on the other hand, am not so blessed. I must have been watching the Red Sox the day they passed out that gene.

Anyway, Keith’s quote made me think of Helaine and how she does relationship. She actively and intentionally "works" relationships to make them stronger. I learn a lot by watching her, and I think I’m getting better, but I have a ways to go. Like any skill in which we’re not gifted, it takes a lot of intentional effort before it becomes second nature.

Danielle

Hi Ed,

I think your philosophy and your approach to networking is great. Certainly some interesting things can come out of one-off contact, but the long-term (and genuine) approach is where the real gold lies.

Personally, I find it more comfortable to look at it from a personal perspective as opposed to a financial transaction.

I love your new Business Circuit concept, that's terrific! Both the circle of influence and the education angle will add value and depth.

Best wishes for your membership drive.

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Ed Roach

Danielle, I like your non-aggressive attitude to networking. In one of the networking groups I belong to we are attempting redefine it's structure because we too don't like the term 'networking'. We are now known as Business Circuit - Where opportunity comes full circle. So the structure essentially will be built on a circle of influence and education. Our goal is to draw back membership which has drifted away over the past year.

A large hurtle I find with a lot of people who do join groups, is their understanding on what networking should do. Many I'm afraid, really do expect business from the very first meeting and mostly from those sitting across the table from them. They don't seem particularly impressed by the idea that it may not be I who is in need, but a contact of mine.

I only connect people when I know there is a desire, there by connecting to a warm lead. The old 'I know a guy' slang.

Thanks for your help.

Josh Hinds has a great resource for all things networking at his blog www.businessnetworkingadvice.com. I did an interview with him last year and offer some how-to tips for connecting with people (which is really what networking is about) and developing your social skills. You can find it here http://businessnetworkingadvice.com/2006/12/interv...

Another great resource is Leil Lowndes at http://www.lowndes.com/ ...in her range of books and CDs Leil offers some really practical how-to tips for becoming a better and more confident communicator.

Like the author of this post, the word "networking" irritates me. For me it conjures up a sense of phoni-ness (is that a word?) and sounds like a forced activity rather than a natural, 'organic' kind of process. I'd love it if someone would bring out a 21st Century version of that term :)

Cheers, Danielle

Michael, I can relate to your problem with networking in respect to it not being a natural thing for you as opposed to your friend. I recently re-invented myself and in doing so decided that I must take a more aggressive pro-active attitude to sales. I chose networking as one of my tools. I joined a private club and an organized networking group.

I noticed that the best networkers in these groups were major extroverts. I am more an introvert working on breaking out. My solution was to join committees. This put me on the inside of both groups and made it MUCH easier to build relationships quicker. I sell a consultant service not a product so getting business takes much longer.

It has been about 9 months since I started networking aggressively and only now am I starting to see opportunities beginning to open to me. I believe opportunities have to be earned and I believe I am on the right track. I am told by more experienced networkers that it takes time to build relationships, but when they do mature it will give you steady business. I think this to be true.

I consistently throw myself into situations that are uncomfortable to me to help me grow my sales skills. ie: speaking engagements and cold calling (ouch!). These help me break out of my shell when I am in a networking environment.

I like you look to my more 'natural' peers and use them as mentors is my growth to being a respected referrer. I also agree that you must give first to get later. I explain to many join the groups I belong to that the people in my group are not necessarily future customers for me, but WHO THEY KNOW
definitely are.

Have you got any effective networking techniques?
I'm working with a group of professionals who wish to re-define how they network. Does anyone out there have any interesting techniques they use to build and do business in a network environment? If so can you post them here for all to benefit from.

I also have a blog with a comment on how I prefer to network. The article is called Networking With Respect. I am not a fan of how BNI pushes networking.