THE Networking Game
Networking is the art of building profes-sional relationships. As with all people oriented games, some are good at it, some not so. But whether you have the knack for networking or not, it is a game that anyone seeking employment and career advancement should sure get into. Networking could be a vital link to finding you connections that you can use, sometimes all through life. It is somewhat true that extroverts have it easy in networking. For oth-ers, it’s like first day of school – nervous, clammy, confused.
Networking is brokering a relationship between you and the other person. It is a lot like sales; the dif-ference being that you are not there to sell yourself. All you do is just grab enough attention to be roam-ing the insides of the other person’s brain for some time till you can get what you want out of them by not really making an awkward sales pitch for your requirement. To establish a relationship by network-ing is to break the ice with yourself for something truly rewarding. Not every point of contact translates to something beneficial and here’s why.
You didn’t have anything of value to give them –conversation-wise or offering-wise.
You are not the person they were looking for.
You bored them.
you were tiring.
you are just one among the many desperate peo-ple trying to network with them.
How to hunt better and establish a good rapport
Arrive early:Get to the gathering early. There will be fewer people and the environment will be less in-timidating if you are a newbie. People will also be more relaxed and receptive. Best time to work your magic.
Offer something they do not have: Even the most powerful guy in the room may not have something. You need to find that missing link in their chain of power and see if that is what you can offer. It could be a painting or a stamp they have been hunting for or an appropriate person to fill in a position.
Show genuine interest: This is difficult because on the face of it for, networking could look selfish. For the uninitiated, the game of networking is played to build rapport with people whom you are interested in and not to fulfil the sole aim of finding a job or career advancement or a new client.
For rapport to happen, the conversation cannot be about you alone, it’s got to be more about the other person. Those who are suc-cessful at networking make excellent listeners. Be genuinely interested in them. Once you have built an actual relationship with the contact, talk about your ideas. They will be more receptive to hear about you.
Nurture your existing network:
Never ignore your existing network. It will help you stay out of boredom in a large gathering. It is possible that someone in your group knows an out-sider that you are keen on meeting. Use the opportu-nity and get yourself introduced. Also apply the same concept to help two people you know connect. They will remember you better.
Volunteer: Networking is boring because there is nothing much else to do the entire time. For a fairly large part of time, you will find yourself loitering the corners of the room, looking for the right someone to connect with. If you foresee this possibility happen-ing to you, offer to be a volunteer at the event and help the people who are putting the event together. That is a greater way to connect with all those who will walk in to the event. You get a head-start with each and every participant if you volunteer at the reg-istration desk. Now that you know who does what, you can pick and choose. Helping organise chairs and tables, prepare the stage for the speakers also puts you in touch with a lot of people. If any of the speak-ers are talking about something you are interested in, that is a great conversation starter. Also, chat up the organisers and understand what they do. You might be building a lifetime's relationship there as well.
Get noticed, be remembered:
Stay in your interests’ line of sight. Make sure there is something about you that can catch their eye. It could be a differently designed visiting card, a su-perb voice, a topic that is of interest to them. These are only a few of many things that could make you stand apart in a crowd. If you have worked in their line already, you not only have an interesting topic to get started on, you are also leaving an impression that you are someone of their ilk. Looking powerful is another key. Power draws people to you. Use it to your advantage. Successful people catch the eye of other successful people.
Dust out your online contacts: If someone has been on your friends list in any professional/social network, start with them. It is easier to build a rapport with them because you already have kind of a dis-tant relationship with them. They will introduce you to their contacts once they are comfortable with you. That is half the work done without making much of an effort!
Choose quality over quantity: Networking is not a marathon of building a rapport with as many people as you can. It is about building a quality net-work not quantity/number of people in your network. Also don’t leave networking to chance. There will be plenty of poachers but don’t brush anyone aside as irrelevant.
Tips for the introvert to get started on ‘networking’
You might be a lot of things – a savvy business-person, creative thinker, inventor of something totally new and valuable or a hard worker, but your entire talent will go to waste if you do not break-free and chat up. Opportunities could be lost because you did not wake up to the call of networking. Here are a few things that can actually work for the introvert.
Consider networking as another job.
Tackle it like you will a challenge.
Set yourself a goal and exit timing.
Leave once you have established that goal.
Wager with a friend on who will establish the most number of contacts. Whoever strikes it richer wins the day.
The day after
Exchanging hellos, handshakes, nods, contact de-tails and goodbyes do not establish contacts. What does is what you do the day or the next after the meet-ing. Networking is like dating. Follow up within 48 hours with a text or email (a phone call is a lot more intrusive, it is better used if really necessary). Stick to the topic. Crisply say what you have to offer. If you really want to build a networking relationship, contact them with some information that will be of interest to them. It need not necessarily be about work alone. It could be about their hobbies, something they have been looking for a while, a book, an old record, whatever.
You’ll feel less of a self-promoter and make a lasting impression in the process. And if you get a response, offer to meet them up for coffee without looking like a stalker. If you have left an impression earlier, you could well become the person receiving that phone call and a request for a meeting. That, is mission accomplished.
BUDDING MANAGERS
APRIL 2014 ISSUE
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Posted On: Tuesday, 13 May, 2014 - 13:57