Networking for Business: Where and How

By JoAnn Hines
The Chief People Packager

It used to be said that you are only as good as your Rolodex.

Well, times have changed and that statement no longer holds true. Now, the mantra is "It's not who you know, but who knows you."

It's all about the network. What do you hope to accomplish with your network? Do you want to build business? Do you strive to develop personally and professionally? Do you need a job?

Which of these business objectives do you hope to achieve through personal networking?

Increase visibility. Get a raise. Bring in/develop more business. Get a better job. Keep the job you have. Expand your professional horizons. Start your own business. Grow to become an expert or a speaker.

These objectives are all within your reach. The secret is to build the network to support you in attaining them.

Networking is an ongoing complicated process. Networking offers diverse benefits. These include finding partners, avoiding personal and financial disasters, making career changes, resolving conflicts, building businesses, meeting famous people, and more. Entering into a networking relationship with someone can provide many opportunities; however, time is a valuable asset. You must ensure that you use it judiciously when building your network.

Eight defining principles to help you create, cultivate, and reap the benefits of success through personal connections.

1. It's not whom you know but who knows you.

Plan your networking campaign as if YOU were a business. People will not bang down your door if they do not know what you have to offer. Your greatest sales agent is you (and sometimes your mother)! After all, you know the product best. If you don't market yourself, who will? Networking is not just a one-time event. It requires attention, consistency, and continuity.

2. Cultivate your relationships.

In today's fast-paced, ever-changing business environment it is important for you to keep your connections active. Remember the old adage "Out of sight, out of mind"? It's doubly true today. You are as memorable as your last communication or point of contact. So, if you are not communicating, then what? Who is going to remember you if you don’t make yourself memorable? TIP: Keep your association memberships current and participate in local events, and committees.

3. Be yourself.

Be authentic. Be confident. Being self-confident and self-assured is essential to networking, even for the most outgoing individuals. Think of yourself as a product or resource that others need. Approach your system for networking as an investment. Trust your instincts. Believe in yourself. If you don't, how will others? If going out on that limb is not your forte, work with a professional coach who will support you in your networking skill development.

4. Protect your network.

Your network is a delicate possession that needs care and attention. Each person you meet is working on a project, raising money for a cause, or dealing with some personal or professional issue. As a good networker, your goal should be to identify the need and help your new contact find a solution. Identify at least one thing you can do to follow up with new contacts. Send them a note saying how pleased you are to have met them. Use this follow-up as a way of reconnecting with the person you have just met. Make sure you reconnect within 48 hours.

5. Be prepared with your elevator pitch.

Remember, its not about YOU, its about your audience. Tell them things about you that will secure THEIR interest. You have one minute to capture someone's attention. One minute to sell yourself and get them to listen. One minute before they stop listening and move on to the next person. This is doubly true and additionally difficult at a luncheon event where there are 10 different people to contend with. (The notable exception is if you are a buyer or purchasing agent.) TIP: Always carry your business card. Make sure your business card looks as professional as you care to be remembered.

6. Support others in your network.

Don't be afraid to say "Thank You." In fact, say it often! Watch for ways to help your associates. Newspaper & magazine articles are great! When you notice a colleague's name in a publication, cut it out and send it to them. Include a quick personal note along with your contact details. Make one day a week a telephone day, or commit to an hour a day to be on the phone and reconnect with the people important to you. Become recognized as a resource, so that people will want to stay connected to you. A note of caution: state clearly that you are happy to help and hope that the favor can be returned soon. If you don't get a contract or a job, or close a sale, send the person a thank-you note anyway. TIP: Carry thank-you notes or cards with you so that you can write quick notes after you meet someone.

7. Be generous to others.

What you give will be returned. You are probably familiar with the idea of focusing on WIIFM-"What's In It For Me." In networking, however, the "me" is really "them." To be successful, you need to stay focused on WIIFT-"What's In It For THEM." Always consider what you can do for others. Pay close attention to the needs, desires, and interest of individuals in your network. Be wary of those that don't reciprocate. There is a fine line between using your network and abusing it.

8. Continuously improve your networking skills.

Networking has been an integral part of being effective and efficient in business and in life. Building, maintaining, and improving your network and your networking skills are keys to success. Identify people to include in your network who excel at networking. Add them to your network and learn from them. What events do they attend? Whom do they know? How do they handle themselves? How do they support others? Keep tuned in to all the professional and career development opportunities out there. You should never be too busy to learn new tricks. Attend functions where you can establish a peer group. Be choosy. Don't just go for the sake of going. Have a clear goal in mind about what you intend to get from your participation and follow up.

JoAnn Hines "packages" people. She makes it easy for others to transform their careers in much the same way she did. Her "how to" workbooks, informative articles, and tutorials demonstrate the steps to take career and professional development to the next level. She believes in the power of her experience and advice. As a result much of her advice is free or is offered for a nominal charge. To learn the ropes and "Package Yourself" for success email Ms. Hines @ pkgcoach@...