Guest Post: Submitted by Jennifer Charlton, AE, DeVito/Verdi and Co-founder of Citizen Aid
Source: http://www.awny.org/module-Pagesetter-viewpub-tid-1-pid-56.html
The opposite of networking is NOT working. That’s how Andrea Nierenberg, founder and president of The Nierenberg Group, opened “The Networking Clinic” on March 24, the second session in AWNY’s four-part “Career Clinic Series.”
Nierenberg, who’s been called a “networking success story” by The Wall Street Journal, encouraged the 31 ‘networkers’ in attendance to discuss their ideas on how networking can help to enhance your career through building successful relationships.
The first topic of discussion focused on the definition of networking. According to Nierenberg, networking is the most misunderstood word in our language. The dictionary defines networking as “the developing of contacts or exchanging of information with others in an informal network, as to further a career.”
Nierenberg was quick to point out that successful networking is quite the opposite – it requires work beyond building a contact database, and in fact, calls for building personal relationships for purposes beyond just getting your next job. She pointed out that most of us network everyday – but that we just don’t call it networking. Making new friends, staying in touch with old ones, and following up with the people we want in our lives requires attentive nurturing, which in most cases, is a natural instinct we have when we meet people we like and want to know more about.
She went on to explain her “S Factor” model of networking– networking can be strategic/structured, serendipitous or subconscious. Aligning with the idea that “the opposite of networking is not working,” she offered insights into her own successful networking practices, discussing these key topics:
The 7 Rules of Networking
1. Smile
2. Make consistent eye contact with the person you are talking to
3. Listen, internalize and respond
4. Be aware of body language
5. Reach out and be proactive
6. Maintain a positive attitude and approach
7. Look for common interests
Your 20-Second Introduction
When you are meeting someone for the first time, whether in a work, social, business or personal situation, think about the ways you wish to be remembered. Focus on the important details, rotate the facts, make it relevant to your audience, deliver with passion, know when to stop and listen, and engage in the conversation so that the other person is left wanting to know more.
The 5 Drivers of Networking and Everyday Strategies
1. Meet people and nurture your connections and networks
2. Listen and Learn
3. Create advocates and spheres of influence as you build your personal brand
4. Follow up with a plan of action
5. Stay on people’s radar screen and keep in touch creatively
Preparing Your Networking Toolkits
Your tangible toolkit should include: business cards, card cases, pen/paper, and breath mints. Your intangible toolkit should include: great eye contact, intent listening, positive attitude, researching on the event/meeting, and being aware of current events while maintaining a general knowledge of your areas of expertise.
Throughout the evening, Nierenberg engaged participants and encouraged conversation. The clinic concluded with a networking exercise, in which all were instructed to meet someone new and make a plan of action to stay in touch and build a relationship. She also collected everyone’s contact information for a raffle for three winners to receive a signed copy of one of her books. In all, it was a successful event, and attendees left with the knowledge that they had met at least one more person with whom they could build a personal relationship, putting them on the way to strengthening their network.
Some of the questions asked during the session were:
Q: How do you network without seeming like you’re just out to network? Meaning, how do you meet people and get their contact information without “schmoozing” or giving off the impression that you’re just using their info to get a job?
A: Approach people you meet confidently, genuinely, and enthusiastically. Instead of viewing it as ‘networking’ think of ‘relationship building’ or approach the situation as if you’re making a new friend. If you would like to follow up with the person after a conversation, ask permission to contact them. If someone gives you a business card, you do not have to automatically give out yours; whoever receives the card is responsible for following up. Don’t offer your card unless you’ve been asked to, and don’t ask for someone else’s card unless you’ve asked for permission to contact them in the future.
Q: How do I know the best method of communication for contacting someone I just met?
A: After you’ve met the person and have asked for their permission to follow up with them, ask how they preferred to be contacted. Some people prefer phone calls, others emails, some even texts, LinkedIn or Facebook – so, it’s better to ask than to guess which way you should reach out to them.
Q: How do you end a conversation politely without seeming rude?
A: If you’re at an event/party, politely tell someone that it’s been a pleasure speaking with them, but that you would like to say hi to some other people you just noticed in the room. If you use the excuse that you ‘must get a drink’ they will likely join you, even if you don’t want them too; similarly, if you use the excuse that you ‘have to use the restroom’ they might be waiting for you to return. It’s best to end the conversation instead of leaving the person with the assumption that you want to continue talking. If possible, when you finish a conversation, recommend the person talk to one of your friends or introduce them to someone you know whom they haven’t yet met.
Q: What should I do with all the business cards I’ve collected?
A: Create an organized system for collecting cards. When you’re out at an event, carry two business card cases: one filled with your cards, and another to fill with cards you collect. After you’ve had a conversation with someone and they’ve given you their card, write a quick note on what you two discussed. When you get home, file your cards in a way that keeps you organized. It helps to create an electronic database, using a tool such as an excel spreadsheet to list contact information, the date/place you met the person, relevant information you learned (such as their birthday or hometown), the last conversation you had with them (topic, and date), etc…
Q: If I haven’t spoken to someone in my contact database in a while, how do I reconnect?
A: Approach the conversation with a reason for reconnecting, such as: “I know it’s been a while since we last spoke, but I was thinking of you the other day, and was hoping we could catch up soon over coffee or a phone call.” Or, if you come across some information (such as an article) that you think the person might find interesting, send it to them with a note. Don’t be pushy or too persistent but stay in touch enough so that the relationship can grow organically. The important thing to remember for all relationships – new, forgotten, or old – is to nurture and respect.
Some comments attendees had about the “Networking Clinic”:
“It was really informative, and I learned a lot of tips and strategies that I’ll be implementing – overall, the session gave me a fresh outlook on how to network better.” – Cezanne Albright
“The most powerful thing she said was that ‘knowledge is power but only with execution.’ We know what we need to be doing to network better, but we don’t always remember to do it.” - Christine Pencosky
“Andrea Nierenberg doesn’t just “know” her stuff – she “is” her stuff… great, informative, smart stuff!” - Carole Bolger
Thanks.
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