There are new approaches to networking advocated by the folks at ProIntroNet, which launches groups with an education-oriented focus and an approach they call "golden rule networking." Also went through some training based on "7-Levels of Communication" book by Michael Maher - interesting ideas, and I'm putting some in place. A group at TwinWest Chamber of Commerce just re-established its purpose - why we invest time in networking together -- it's not about collecting business cards or meeting a referral slip quota, but about helping each others' businesses grow.
So, what remains the same? Some things work, some things just don't work, and it all comes down to attitude. Here's 3 of each -
3 things that work
- Right places, at the right levels. While you never know who someone knows, if you want to meet bankers, networking with website developers or multi-level marketers is not a good investment.
- Repeated contact and presence matter. People have to know you, like you, and trust you to refer you, or even be OK with being asked. If you join a group or attend a recurring event, at least be a regular and a contributor, if not an organizer.
- Good first impression, then consistency. To earn people's trust, you have to reliably do what you say you will do. In networking, that means showing up and contributing.
3 things that DON'T work --
- Pitching. Soliciting a sale on first contact is enormously ineffective, and usually makes a lasting bad first impression.
- Asking near-strangers for referrals. Why would anyone refer a valued client or person of importance to a stranger? That "know-like-trust" has to happen first, or asking is rude and pointless.
- High volume card exchange. If someone wants your card, they'll ask for it; if you push it on someone, it may find its way to the trash by the Exit; it will not ever result in follow-up.
Why do people still do these? If you know, please reply!
3 essential attitudes for effective networking
- Curiosity. When meeting new people, you never know what interesting things you might learn. Genuine curiosity about the person, their life, their work always leads to learning of some sort.
- Connection. Wanting to discover real points of connection - common interests, people, history - and willingness to explore them is good conversation, at least, and could lead somewhere.
- Giving. Really having the attitude of giving - making connections, recommending resources, paying attention, being fully present - is the most important single truth about networking. You have to give before you can expect to receive - and if you focus on giving, it works.
Effective Learning for Growth occasionally does workshops on networking, at high efficiency and low cost. These are intended for those who want to change their perspective or sharpen their skills, and include some fun elements ("how to handle a bad handshake" or "how to remember names" for instance). To see when the next one's coming, check here: http://www.effectivelearningforgrowth.com/events.html
