I mentioned in an earlier post that although many people use the terms interchangeably, networking is not the same as prospecting. If you were a fly on the wall at a networking event, you'd see a lot of people trying to sell their stuff to other people who are trying to sell their stuff. They've missed the point of networking. These same people will complain they couldn't find anyone interested in buying their product at the event, while lamenting the fact that people were trying to sell to them.
If you are one of those people, I'd like to offer a mind-shift for you that I think will take a lot of pressure off. Quite simply, networking is about connecting. Networking is about giving to others. It could be giving your time, your attention, knowledge, or resources. Networking is about trying to make the people around you more successful. Show interest in what your network is doing, trying to do, or hoping to do and see how you might help them get a little further.
Tips For Networking
- Use a tool like LinkedIn to keep track of your network. LinkedIn lets you follow your network as they make career transitions. Not everyone in your network will be on LinkedIn, so make sure that you keep track of the remainder of your connections in another tool like Outlook or your CRM solution. Or invite your non-LinkedIn network pals to join you on LinkedIn using the invite feature.
- Connect with your network on a regular basis. By regular, I mean, make it a daily habit to spend a few minutes working your network. I suggest, if you have a network of 200 people or less, contact at least 2-3 people each day. If you've got more you might want to try and connect with 5 or more each day. It will take you a number of months to connect with everyone, but it will keep you top of mind with your network. The goal is find out how they are doing and see if you might be able to help. Once you have finished the list start again.
- Use social media updates (linkedIn, Twitter, Facebook) as conversation starters. Congratulate them on new projects, jobs or other life changes, it makes them feel noticed and remembered.
- Network does not refer to only formal wine-and-cheesy events. You can (and should) network anywhere; your kids soccer game, the giant line at the coffee shop, or even while you are working.
- When you do network, listen intently to the person you are talking to. Make them your focus for the period of time they are in front of you. You want them to feel like the most important person you have meet.