How many times do you say to yourself that you need to meet more people? That your
circle of influence
needs to be strengthened? That your skills and talents have yet to be
discovered? Your career requires you to network and in today’s
marketplace you must be more active than ever. But networking requires
planning. An approach that is strategic and measurable; that you can
learn from each time you introduce yourself to a new crowd or reacquaint
yourself with an old one. If you are strategic and view networking
through an opportunity lens, it can serve as a powerful professional
development boot camp experience.
Networking demands that you test your ideas, hone your ability to communicate and improve your
executive presence.
Networking is a full-time job and the more time you dedicate to it –
the more you will learn what works for you and against you. The more
you procrastinate, the more you will find yourself disconnected from the
opportunities that may potentially advance your career or allow you to
meet the right people. Procrastination will take you back a few steps
and you will lose the competitive edge that comes with meeting new
people, gathering knowledge, and observing others that have mastered
networking.
Networking is not easy. For some, it’s like having to take a
required class in college that you had no interest in, but had to
complete in order to graduate. Remember, in business and in life –
success is earned from learning how to do things that you don’t like
doing.
Networking requires 100% commitment. You don’t need to be naturally
outspoken to be successful in networking environments. However, you do
need to be prepared to deliver value when called upon. In other words,
when it’s your turn to say something – make it count.
Networking is a responsibility and it requires active behavior. You
must be extremely engaged about what others are saying. It’s not about
you, but about how well you integrate your voice and perspectives into
conversations. What matters most to those who are listening? Your
audience will serve to help you connect the dots of opportunity and
potentially act as an enabler for you.
The best networking takes place when you don’t know the title or
influence of those you are networking with. Most people don’t like
networking because they don’t feel safe in environments where you are
forced to meet new people – especially those who may serve in roles of
greater influence and power.
But when you are focused on communicating with a person and not a
title – it always amazes me how confident people grow. At one
conference, I remember participating in a discussion that included
several highly influential senior executives. In the group, there was a
younger person who wasn’t aware of the titles that the people in the
conversation held.
This person was funny, shared great stories and was highly
articulate. When she asked for our business cards, she realized that one
of the people in the group was a CEO of a Fortune 100 company. She
quickly responded in shock and began to apologize for her opinionated
and outspoken behavior. Though she felt obligated to apologize, there
was no need to do so.
When we are just ourselves, we are most natural in how we express our
points of view. We are most effective at communicating and establishing
a positive first impression. Hierarchy or rank shouldn’t define your
approach and style; it should only make you more aware of the types of
topics or issues that should be discussed.
Networking is both an art and a science. But in the end – networking
should be fun, exciting and a rewarding approach to advancement. The
more you network – with a positive outlook – the more you will learn.
And if you’re always learning, you are growing and thus developing
yourself – especially your interpersonal communication skills. Once you
have become a pro at networking, you can begin to share your
experiences, tips and tricks with others.
Here are 7 reasons networking can become a powerful professional development boot camp.
#1: Peer-Learning.
While in a networking environment, you can learn a tremendous amount from others. The
power of observation
is in full force. Think of networking as a focus group. Be aware of
what works best for you and what doesn’t. Learn how to improve by
observing those around you.
#2: You Must Always Be Ready.
Networking can’t be forced. If you try to force it, it rarely goes
anywhere. Engaging in dialogue with new people requires you to be quick
on your feet and ready for responses and reactions to the conversations
around you. If you are caught off guard, you may find yourself in an
uncomfortable situation. Be active and ready for engagement. You are
either an active networker or not. There is nothing in the middle. We
know what happens when people fall asleep at the wheel.
#3: Take Notes While You Network.
Just as when you are being trained for something, retention comes
from taking good notes. Gather intelligence about yourself and others.
Think of yourself as part of a think-tank. Be diligent and take note
of what you are contributing and how you can improve. I have learned
that people take notice when you are taking notes and it opens the door
for more spontaneous conversations.
#4: Ask Non-Traditional Questions.
When you are being trained, you may be asked to apply new knowledge
to a situational analysis. This is a great way to apply what you have
learned immediately to a real life scenario. In networking, apply your
knowledge in the form of non-traditional questions. Get people to
discover something deeper about what you know by asking them a question
they wouldn’t expect. For example, at a conference I once spoke
following a world renowned economist, who was presenting his views
regarding economic recovery. Before I took the stage, there was short
break and we found ourselves in the green room together. So I asked him
the following question: “How can we all be so optimistic about economic
recovering when we – the people in the United States – have not been
taught how to survive?” A non-traditional question led to a
relationship that remains strong to this day.
#5: Put Your Personal Brand to the Test.
Networking is a discovery platform and a great way to give your
personal brand more exposure. Always be prepared to unleash your
identity so that others will remember you. Be careful that you are not
overly deliberate or focused solely on self-promotion. But seize the
opportunity, too. When you walk away from the conversation, those around
you should know the following about your personal brand:
- Your enduring idea.
- What differentiates you from others.
- The experience you leave behind.
- Whom you serve.
#6: Continue the Conversation.
If the dialogue and exchange were worthwhile, invite those you have
met to continue the conversation. This can be done both onsite and
online (or both). To get started, send a follow-up email with a link to
an article or whitepaper that supports something they were interested
in. Or you can expand upon your conversation by sending a presentation
that showcases your unique point of view while supporting their ideas
and ideals.
Reconnect at lunch, invite them to another networking function, or get connected online via LinkedIn, Twitter,
Google+,
Facebook
or another favorite social networking tool. You can also invite them
to join your LinkedIn or Facebook group. The point is that in taking
the lead to continue the conversation, you are the catalyst for
opportunity. You are testing the longer term relationship that can form
from the networking encounter.
#7: Hold Yourself Accountable.
And finally: Follow-up, follow-up, follow-up. Each conversation is
an opportunity and only you can gauge it. Think of yourself as a project
manager responsible for identifying the next steps, who is responsible
for what, and defining the outcomes and desired results. Being
accountable will help you to sustain the momentum that you have built up
in the first six steps.
Twitter
@GlennLlopis or email ideas@glenllopisgroup.com
