Why aren’t you networking?

" Only connect..."

You think you have reasons to give that networking function a miss, but are your 'reasons' more like excuses? Read on for some advice on how to become a better networker.

Hands up, soloists, if you find networking easy. About as easy as extracting oil from a paperclip, right? I thought so.

Don’t get me wrong, there are plenty of seasoned networkers out there, but for a majority of us, networking remains an unconquered mountain.

In a recent survey, Network Central members were asked “What is your greatest networking challenge?" The main reasons given were:

I haven't got any free time

Truth is, effective networking can actually save you time by giving you a support network and an instant database of people to call for information, help and/or products or services.

Use your diary and schedule sufficient time to both attend one or two networking events regularly, and follow up on new contacts. You can collect all the business cards in the world but if they gather dust on your desk, they are worthless.

I'm not good at meeting new people

Do you enjoy making friends? That’s all networking really is – be excited about the amazing and inspirational people you are yet to meet. In reality, these scary new people are just as nervous as you.

People won’t find me interesting

What is wrong with us? We constantly doubt ourselves when we are actually pretty amazing! Be proud of who you are – you are absolutely someone worth talking to and everyone else is just as nervous as you.

I don’t know what to say

My advice is to ask questions, but open ended ones. Allow a person to let you in to their space. Don’t ask questions like “How are you?” “How was your trip here this morning?” or “Isn’t this weather lovely?” Instead ask something like, “What brings you to this event this morning?” and let the conversation flow from there.

Remember to listen...and keep listening. Engage yourself in that conversation fully and give that person the respect they deserve. Don’t look around for other people to speak to.

I have problems Introducing myself to strangers

After you say hello, they are no longer strangers, are they?

I don’t know how to leave a conversation

Exit gracefully. “I don’t want to take up any more of your time but it has been a pleasure speaking with you.” Or “I must go to the bathroom now but it has been an absolute pleasure meeting you.” Now please don’t think that every time someone wants to go to the bathroom they can’t wait to get away from you! Also don’t promise to follow up if you have no intention of doing so.

Networking is not only a sanity-saver for soloists, it is an extremely powerful business marketing tool. It is a well known fact that people do business with people they like and how are they going to like you if you hide behind an inbox?

So go and find that registration form, send it in and enjoy your new social life.

Now, let me just find that paperclip…

Kim McGuinness is founder of Network Central and the Businesswomen’s Breakfast Series. She is also co-author of Network or Perish. Network Central provides networking and support for businesspeople in most areas of their busy lives.

8 comments | Add your own 1 2 | Next» View all»

Great advice Kim :-)
Certainly networking is probably the single most crucial marketing activity any business person can undertake. It astounds me that many will make any excuse to get out of it :-)
As well as problems with apathy and inertia, many business people are turned off networking because of the predatory or unnatural networking techniques that are still being taught.
Networking organisations need to come into the 21st century and really look at meeting format, principles and philosophies, activities, support services etc, so that attendees really enjoy meetings and find them a high-value, relevant resource in relation to professional development, as well as conduits for referrals streams.
The other problem is that there is a misunderstanding about what networking is. Some people think they're networking every time they go to an event or meeting. That's not actually true.
The only networking of true value is the networking you do within your own business communities. If you belong to just 2 business communities (eg BNI, SBN, BPW, WCEI, etc) and committedly attend every meeting, bringing guests, meeting one-on-one with fellow members in-between events, organically networking out from those people, you actually have the capacity to access just about anyone you want in the whole of Australia.
Just in case you don't feel like doing the math to check that out, a study in Brisbane a couple of years ago proved that just 15 people in that city could provide a warm introduction to every single member of the population.
Success is easy. Form business communities. Get to know people. Earn trust. Ask for what you want but have your focus on adding value to your fellow members.
Warmly
Christine Sutherland
Christine Sutherland from Perth, Western Australia
Networking is ok. I still feel it's all a bit forced and manufactured. Chris from Stanmore
There are lots of different ways of networking. If you think networking is forced and manufactured (Chris), then don't do it that way. Part of networking is about presenting who you are, and that's only effective when you're relaxed, confident and happy. Play to your strengths. If you don't like the corporate event, go network your local pub instead! Or organise a beach BBQ. All of my star clients have come through more informal types of networking. david from sydney
Networking sometimes over complicates itself. Networking is saying "hello, I am in business and I am human, I want my business colleagues to empathise with my personally, I want to do business with people that I both trust and respect. Do you fit into the category, that is someone that I want to have a long term relationship with? Friends fall into both categories, that is trust and respect".
Networking is all about personal trust. If you are not genuine. If you are trying to sell something that you are not, then the relationship will be short and it will end in anger, when others realise that you have deceived them.
Networking is good. Networking is positive for your business. But remember Networking is personal and real. It's not putting on the company shirt and spiving people with the razzel dazzel Abuse a person’s trust and you have an enemy for a very long time. Earn their trust and resopect and you have a true business ally.
BNI is a very good way of developing trusted networks.
Bob Gillroy from Port Macquarie, New South Wales
Networking doesn't have to be contrived - just call it meeting people if the term "networking" puts you off because that is really all it is! We started networking by making friends in the playground - now we are adults in a business playground - that's all. It is always easier to do what we do with a support network and people to talk to - especially as soloists! The message of this article is to not be afraid of going our and meeting people in a business context. We are all human and all trying to achieve the same same thing. Good luck! Kim McGuinness from Sydney | Read my articles
My biggest problem with networking is the timing of events. I'm a single Mum with 2 small children, so breakfast functions are out, as are events that start before 7.30. That saying, I love networking & is the best way to grow my business. I network every day at the school gate with other Mums :) Melissa from Melbourne, Australia

8 comments | Add your own 1 2 | Next» View all»

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