The Advantages of Networking

• Networking is essential for both new jobs and business contacts.
• Networking can be 12 times more effective than answering advertisements.
• Networking helps you find hidden opportunities and can set you apart from the competition.
• Networking can help you overcome your natural shyness, your fear of people, and your fear of rejection.

Key Networking Techniques

• Build a network of partners around you to keep an eye and ear open for new opportunities. Share these opportunities.
• Reach targeted individuals in two ways: directly (i.e. send an email or make a call on behalf of yourself) or indirectly (i.e. have someone you know put in a good word).
• Build visibility by raising your profile. Go to every social gathering you possibly can.

BUILDING YOUR NETWORK

Plan

• Define your objective, and select the right technique.
• Understand that “deal flow” - the greater your number of prospects, the more likely you will bag a new business contract.
• Identify your target, and work out your positioning. This is a short statement of what you are about, what you can offer.
• Think about what you can do for your network partners in exchange for information and contacts.

Connect

• Talk to everyone you know about opportunities.
• Clarify what network partners can and will do for you.
• Know which contacts to build into network partners.
• Find those friendly network “spiders” (those are the type of people who just seem to know everyone).

Network

• Go out of your way to be where people are.
• Get into the habit of being talkative.
• Get the contact details of people you meet. Don’t just exchange business cards. Instead, organize your contacts in a digital format (i.e. Microsoft Access) and be sure to add details such as birthdays, anniversaries, hobby clubs, and other key information.
• Choose the right method for the right person.
• Warm up long-cold contacts.

BUILDING YOUR BUSINESS

Find Your Target

• Focus on what you want to achieve and how people can help you.
• Use your network partners to find suitable companies.
• Gather key information on these companies.
• Figure out who is the one with the power to hire you.
• Find people connections and common areas of interest.

Reach Your Target

• Indirectly
  • Find and persuade your best connection who can get you in touch with your targeted individual.
  • Engineer an introduction.
  • Build word-of-mouth exchanges about yourself.
• Directly
  • Decide if you should write a letter or not.
  • Be able to demonstrate your achievements.
  • Have a line ready to get you past the secretary.
  • Act as though you expect to be put through.
  • Be ready to leave a short, persuasive message for the decision-maker.

Make An Impression

• Ask a question at a conference.
• Make a point in a meeting.
• Write letters to your industry magazine.
• Introduce yourself to lots of people at an industry show or ball.
• Buy people a drink at the bar at a lecture.
• Discuss a book with an industry leader.
• Wear bright, but appropriate, attire (such as a tie or a top).
• Make people laugh.
• Have an opinion on everything. (But keep an open mind.)
• Hand out an unusual business card.
• Recast your CV to be a little different.
• Take up an unusual hobby - but not too unusual.
• Use modern techniques for networking. Take advantage of the growing importance of email and the Internet as a means of communicating and expanding your professional network.

The information above is based on the book Effective Networking for Professional Success: Making the Most Your Personal Contacts, by Rupert Hart, and on the article The Best of Effective Networking for Professional Success, by Regine P. Azurin and Yvette Pantilla.