Who Loves Networking?
© 2005, Dorene Lehavi, Ph.D.
Many professionals who don't enjoy networking equate
it with selling. I have heard many say, I'm a professional. I didn't
go to school to learn to sell and they didn't teach it.
It is a common belief that in order to get new clients
professionals need to make cold calls and do other activities they
find distasteful and uncomfortable. It would be helpful and probably
a relief to understand that networking is a different story.
The purpose of a good network is much more than a
basis for getting new clients. A network of connections, which has
been built over time, is a source for many things, such as career
management in general, a resource for information and even valuable
friendships. It is not an overnight way to get new clients. It is
a support system for the long run.
The main feature of a good network is that it is mutually
beneficial.
Did you ever put two people in touch for something
helpful to both of them? Did you ever recommend a restaurant to someone?
Those are examples of networking.
Despite the way it is commonly done, networking is
not about elevator speeches, nor an exchange of business cards in
the hope the recipient will become or refer a client. Networking is
a sincere interest in learning and understanding the needs of someone
else with the purpose of you being able to help them now or in the
future with a referral, some information or other helpful gesture.
Obviously you hope for reciprocity.
Effective networking assumes you have good communication
skills that enable you to listen well and to articulate clearly both
what you do and how you can be of service. The ability to describe
the client you best serve is basic. However, a conversation which
includes talk about hobbies can be much more engaging than one limited
to business.
When you get the hang of networking, you will note
that it takes place everywhere, not solely in professional and business
settings. How surprised I was to find that the owner of the gift store
where I was making a purchase was a formerly practicing lawyer who
gave me two referrals on the spot when our conversation led us both
to reveal our career paths.
The maintenance and nurturing of networking contacts
is as vital as making it in the first place. Renewing them through
follow-up emails, holiday greetings, sending articles of interest,
periodic check-ins, coffee meetings, invitations to play golf, referrals,
etc. are all important parts of the picture.
Trade in your negative ideas that networking is a
hard sell of you and your services in exchange for the idea that it
is the practice of showing genuine interest and generosity to those
you meet. Hopefully you will find the process enjoyable and enriching.
Dorene Lehavi, Ph.D. is principal of Next Level
Business and Professional Coaching. She coaches Professionals and
Business Partners. You can get a free sample of her ebook, Stop Doing
What You Hate.Start Doing What You Love at http://www.StartDoingWhatYouLove.com.
Contact Dr. Lehavi at Dorene@... or on the web at http://www.CoachingforYourNextLevel.com
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