Last week I spoke at the UNSW (The University of New South Wales) AGSM (Australian Graduate ... MBA networking evening “Let’s Connect” on the importance of networking. I don’t know about you… but surely this topic has been done to death? We all know how to work a room and meet new people don’t we? Hmmm….apparently not and it’s clear that professionals still want to know how to do it effectively.
Networking is becoming a redundant term in this modern era of social media where “connecting” is the buzzword. Every time I open my email there is a new invitation to connect with someone on Twitter, Facebook, LinkedIn, Google + etc. Never before have we had so many channels and forums to meet new people, discover new opportunities, join groups and discuss and debate with other like-minded individuals.
This connecting is really at the heart of what life is all about. Regardless of whether we are in business, sport, families, friends or community groups, our experiences are enhanced when meeting new people and forming new relationships. This in essence is what connecting is all about.
These relationships, the connections, the networks you have created and built over your lifetime give you access to information and knowledge that we need to generate business deals, job opportunities, new relationships and long-term success. It is also these connections in your direct network that have a direct influence and impact on your life. In fact, master wealth creator Jim Rohn discovered that your “income is generally the average of the 7 people you spend most time with”. Time to change friends perhaps!?!
Let me give you an example, at my daughter’s school I met two parents who have immigrated from the UK and they have been on the verge of being deported as they have been unable to gain employment and therefore the right visas. They have strong knowledge, skills and experience in their relevant fields, both present well, have great communication skills…yet going through the normal channels of finding a job, they couldn’t even snag an interview. But they’re determined and have been great at connecting! Through the school network, they have been to the school ballet concert, art show, every child’s birthday party, school assembly, drop off and pick up – and instead of standing in the corner, they have taken every opportunity to meet other parents, ask questions and show an interest in getting to know new people. It’s paid off – they both have new jobs and here’s the thing – it wasn’t through a Recruiter (sadly for me) or a job ad, or via the Internets thousand of vacancies – no it was through good old fashion networking.
Quick tips for effective ‘connecting’:
1) Be interested and curious in people – don’t be like the Adelaide businesswoman I met years ago that was looking straight past me when I was talking to her to see who else was more important in the room.
2) Don’t focus on what somebody’s position, title or label is – people’s influence goes way beyond what’s on their business card.
3) Describe what you do, don’t just hand over a business card – it opens up the conversation and gets the dialogue moving
4) Have something interesting to say – not the weather please!
5) Don’t expect an instant return every time – real connecting is about building long term relationships, not about an immediate sale or what can this person help me achieve right now?
6) Follow up on social media – after the AGSM event, nearly everyone I met that night has been followed up on LinkedIn or Twitter to stay connected
I think overall the best advice is to think about networking strategically. That is, not what’s in it for me today, but having an open mind of whom can I meet and what can I learn?
Being open to the results is essential, after all this could be a new client, a new job, a new friend or perhaps a new relationship! Connecting is at the heart of what we do – it’s a life skill. Approach networking as an opportunity to learn and meet new people without expectations – you will be pleasantly surprised by the results.
The most valuable asset of any business is your relationships. Without them, you have nothing. See people you meet today as relationships you can build on as these are the most valuable things you have”
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