 |
Articles |
-
Smart Networking
by Dena Moscola
Today, perhaps more than ever before, networking is a vital tool to keep, enhance or find a job. They say, "It's not what you know, it's who you know". You certainly need intelligence and talent in your area of expertise to succeed but you ALSO need a strong network. We are living in a world where the word competition has been redefined. With unemployment consistently reaching higher levels and budgets tighter than ever, it has become an employers market. To keep your job you need to be better and brighter and demonstrate more than your value on a regular basis. Kicking back and feeling secure is now passé! If you want to grow in your career you need to prove yourself worthy in stronger ways than before. And if you are looking for a job you need to not only have something to offer but you need to work hard at creative job searching strategies. And if you are in client services, a good service is only half the battle. Your relationship with your clients/customers needs to continuously grow stronger. No matter what your situation, your uniqueness and dedication needs to stand out. Set yourself apart from the rest.
One proven approach is to establish and maintain a high visibility with a large circle of influence. That means make sure many people know you, know what you do, like you and know they can count on you at anytime. Most importantly, stay in the radar of your network so when they need what you offer, you are in the front of their mind. This, my friends, is smart networking.
Proven: People work with who they like. Think about it. Let's say, you were new in town and needed to find a primary care physician. Unfortunately, you had no referrals. You narrowed it down to two doctors within the same distance from each other. Both had similar track records, specialties and backgrounds. When you meet with them you notice a distinct difference between the two. Doctor A is happy to meet you and quickly sends you off. Doctor B takes the time to sit down and inquire about your life; briefly share some personal things about themselves; assure you that they will do their best to provide as much details as you need; answer all your questions and be there when you need them. Who would you choose?
Documented studies reveal that doctors with the best "bedside manner" have less law suits. Why? Because most folks tend to like the doctor who demonstrates a sincere interest in them by being approachable and available, sharing important information, explaining options and showing compassion in times of need. People generally do not sue those they like. Instead, they are forgiven when they make a mistake.
If an unexpected layoff or promotion comes up and you have the same level of talent as the next person in line but your relationships with "the right people" is not as strong, you may not be the one chosen to stay. If you are serving a client with a satisfactory product and your relationship is fine, but your competition has a very strong relationship with your client, you can bet it's only a matter of time before your client explores the possibility of replacing you w/the provider they have a better relationship with. It's how we are wired as humans.
This works for job searching also. A colleague of mine was searching endlessly for a job by sending out hundreds of resumes. She came across a potential position within a company that coincidentally manufactured the same product her nephew's baseball team used. Her keen networking radar started flashing as she realized, with a little leg work, she might be able to provide this company with a lead for more sales. So she did some research and called the CEO directly. She proceeded to tell him her idea and he loved it. When the time was right, she asked if they were hiring and BAM! She got an interview and eventually a job offer. So how is this networking?
Networking is a topic that I am often asked to speak on and it is also a standard topic in our leadership training. When I ask my groups what they believe networking to be I often hear misleading definitions such as "socializing to bring in business" or "spending social time with current clients to keep business". Those "definitions" may be desired results BUT, when you look up the word "networking" you will find it means to meet people, make contacts, exchange ideas, and interact. No where do you see the word "business" or "client".
Networking is about building relationships by taking a sincere interest in people as individuals plus allowing them to get to know you. In order to be sincere, the agendas need to go away. Where you ever at a party or even a networking event and while you are talking to someone you got the feeling that they were only after your business? Doesn't that turn you off and make you want to run away? That is because you sense their hidden agenda. There is an intangible vibe that comes across when someone have an agenda. But sincerity feels natural and flows easily. No weirdness. Sincerity allows people to get to know each other without knowing where it will lead. Real friendships can then evolve. And since people chose to do business with who they like, you need to be likeable. The first step to being likeable is sincerity. Be genuine.
In almost 15 years in business, I never spent a dime on advertising. All business has come through networking. My intention when I am out is to meet people and learn about them. While I am getting to know them, I listen for a need - any need. If I can help, great. If not, I probably have someone I can refer them to. Sometimes I never get to telling people what I do for a living until after a few encounters; not because I am holding back but because other conversation took priority; friendship first.
Professional networking organizations are a great way to meet and keep in touch with industry contacts. Networking also takes place anywhere and everywhere that you are open to. I like to say, "If you are talking to them, you are networking". Why? Because even if they are not a potential client, you never know who they know or will know one day that may be referred to you. Everyone you know should know what you can offer: friends, family, community members, colleagues, peers, etc.
Now let's step this up by saying the power of networking is not in meeting people it is in the power of that connection. View networking as an opportunity to be the person that others know they can turn to when they need anything. Not only can you help them through your own professional service but be so connected that you have a large variety of resources ready to be referred to anyone you come in contact with. How? Keep your eyes and ears open beyond your "professional role". Talk to people about real life things and seek opportunity to serve. Connect others to resources for anything. If a client or anyone you know is looking for a mechanic, landscaper, babysitter, accountant, financial planner, hair dresser, real estate agent, new car, etc., and you know someone that might be good option for them – connect them. Make sure you refer out top quality only! Also make sure you are not the person that is so focused on winning business, that you forget to see the opportunity that lies beyond the obvious. Build your relationship with someone by providing reliable resources and you will be remembered forever!
Author Bio