Networking Hints and Tips

One of the many questions asked by people new to networking is "How do I network?" This information is offered to help anyone who wants to understand more about the "How to Network" question and may be particularly helpful to ladies who want to know more about networking for women.

What is Networking?

Networking is an opportunity to talk to other people; nothing more, nothing less. What is most important is how you conduct yourself during that conversation and all the other things that relate to it.

"Networking" is the formalised term used for something we all do every day when we strike up a conversation with someone we don't know; when we meet an acquaintance or someone we trust and know well.

Where should I Network?

Anywhere and everywhere that you can! When you first start networking it can be a real confidence booster to network in an environment where you feel relaxed and comfortable, but only networking in those environments means that you are reducing your opportunities to make new contacts and generate business. Once you have some confidence 'under your belt' you need to step out of your comfort zone and broaden your networking experience until you can network in any environment.

What are the benefits of Networking?

It is generally considered that a minimum of 70% of business is done by word of mouth referral, i.e. someone asks the very powerful question "who do you know who" of someone they know and trust.

Networking generates new business opportunities, provides you with an opportunity to meet like-minded people, develop positive long-term relationships with other business people, meet people who will inspire you, meet people who will share their knowledge and experience with you and, through the relationships and friendships you establish, it will reduce the isolation easily felt by people who are owners or managers of a small business.

Is networking for women different to networking for men?

Yes and no. Anyone who goes to an organised Business Networking Event for the first time, man or woman, without feeling some degree of apprehension and lack of confidence is a very rare human being. Networking continues to be largely male dominated, with many women struggling to juggle the demands of running a business and a home and managing the needs of children. Add to that the following statistics and you understand why networking is male dominated:

•  6.7% of women and 15.8% of men are owners or managers of their own business. (Global Entrepreneurship Monitor, GEM, Jan 2004)

•  Women are half as likely to be involved in start-up activity as men. Independent start-up activity amongst women is 3.1% of the female adult population but is 6% amongst men, while the equivalent figures for job related start-ups are 1.3% and 2.6%. (Global Entrepreneurship Monitor, GEM, Jan 2004)

So, how can networking for women be a very positive experience? (Generating business from networking)

Successful networking for women often boils down to four things:

•  Confidence

•  Comfort zone

•  Communication skills

•  Follow-up (where it is appropriate)

Confidence

It is astounding how many intelligent, articulate, talented, skilled, exceptional and amazing women who have brilliant business ideas and run successful businesses also lack confidence when it comes to networking. So remember, when you are networking with other women and you don't feel confident, you are not alone! Confidence comes from practice and gaining business by referral. If you are new to networking, or don't feel confident about networking then try choosing a group that specifically offers networking for women only.

Comfort Zone

Within the networking for women genre there are a variety of organisations which provide an array of different styles of networking for women. These groups provide everything from a social or purely supportive environment to structured networking for women in business. Interestingly within the organisations whose ethos is based around providing business focussed networking for women, the support and social environment are almost a "given". The dynamics of a networking for women group are completely different to that of a mixed environment as the ladies who attend feel more relaxed and comfortable in an all women group. There is, more often than not, a willingness to share knowledge and experience, provide empathy and support through difficult times and always a lot of laughter.

Communication Skills

It is important that you can convey a clear message about what your business delivers. Practice what your message is and how you will deliver it, be aware that the intonation of your voice and your body language are part of the information you are delivering. Don't forget to smile now and then! Be prepared to vary your message, that way you won't be bored with it and you will provide a larger picture of your company over time. Assess the personal style of the person you are speaking with and be prepared to be blunt or subtle as the need arises.

Be sincere when you ask others what they do and listen to what other people tell you about their business.

Think about referring people you know when the opportunity presents itself.

Follow-up

Follow-up every lead, tip or referral you are given.

If you promise to deliver something, make sure you do it; whether that is a follow-up contact after the networking event or anything else. Referrals are based on trust, remember that when someone refers you they do so using their reputation - if you don't deliver to them then you cannot expect them to jeopardise their reputation for you.

When you meet someone in the same discipline as you with whom you can potentially forge a positive working relationship, or someone you feel it would be useful to develop a long-term relationship, arrange a one-to-one meeting away from the networking event you are attending. This will enable you to exchange information and start to develop a relationship and trust in one another.

How can I Network effectively?

Practice makes perfect! Be generous and be prepared to give rather than receive, it's surprising how much comes back when you do that.

If you find yourself standing alone, look for a friendly face or a group of people you can join, but don't interrupt two people who are obviously having a meaningful conversation. If you see someone standing alone bring them into your conversation, they will feel more comfortable and be grateful to you.

If someone 'takes you under their wing' don't stick to them like glue for the remainder of the event!

Be prepared for prejudice, being patronised or simply being ignored. Recognise all of this for what it is - the other person's problem - and move on.

Should I be selective about the people I network with?

Yes, as long as that includes anyone and everyone you come into contact with!

How do I generate business from Networking?

To be on the receiving end of a referral means that people have to understand the product or service you offer and, most importantly, feel that they know and trust you sufficiently to stake their own reputation on referring you to others.

Remember that the true networking ethos is that you should not be trying to 'sell' to the person you are talking to. What you are aiming to achieve is that that person will become a member of your unpaid sales force by referring business to you.

Do I have to get Networking training?

Not necessarily, but if you have access to networking training it is certainly worth considering. Networking training will offer you:

•  perspectives on presenting yourself and your business that you may not have considered;

•  an understanding of the impact you make and how others perceive you;

•  opportunities to understand the different mechanisms to use in various networking environments;

•  the opportunity to understand how to get a clear message across;

•  the opportunity to develop ideas and practice in a safe environment;

•  an understanding of the benefits of positive listening techniques;

•  how to keep the passion for your business under control;

•  how and when to use mirroring (pace, volume, stance, style, smile).

8 tips for networking are:

1. Be prepared to listen to what others are telling you. If you see a glazed expression on the face of the person you are talking to, bring the conversation to a graceful conclusion and move on. Focus on the person speaking to you, don't use the time that they are speaking to see who else is in the room - how would you feel if they did that to you?

2. Have the ability to summarise what your business is about in 60 seconds. This will provide a 'hook' for the person you are speaking with to ask questions if they want to know more, but it also provides them with the opportunity to do the same and move on if that is what they want to do.

3. Be prepared to exchange business cards, but don't force your business card on someone who doesn't want it.

4. If you see someone standing on their own, draw them into your conversation. They will feel more comfortable and will be grateful to you.

5. If you promise to deliver something, make sure you do it; whether that is a follow-up contact after the networking event or anything else. Referrals are based on trust, remember that when someone refers you they do so using their reputation - if you don't deliver to them then you cannot expect them to jeopardise their reputation for you.

6. Maintain the relationship you have with people you know, but don't spend all your time in the comfort zone of talking to established contacts; you won't make any new contacts or identify new business opportunities by doing that.

7. Don't hard sell to the people you meet. Networking is about the long-term and being introduced to the contacts of the people you meet. There is nothing worse than being cornered by a 'sales person' with a metaphorical pen in one hand and a contract in the other!

8. Be aware of the impact of intruding on someone-else's personal space, your tone of voice and your body language. A simple smile can light up a room!

Common Networking 'Mistakes'

Sadly, not everyone makes the most of business networking opportunities and some examples of this would be:

•  The 'Hooker' Determined to make a sale - whether you need it or not. Often hijacks other people's conversations;

•  The 'Butterfly' So many people to see and so little time to do it. Flits around determined to take away business today and completely missing the point that networking is about the long-term;

•  The 'Speaker' So busy telling you about their business and what they want that they don't give other people a chance. Don't build relationships and wonder why they don't get referrals.

What successful networking really comes down to is the relationships you build and how you approach networking, your ability to listen and to communicate effectively - and, of course, actually being there!

 

And Finally ...

Remember that business networking events are like Oysters,

you never know which one contains the Pearl !

So, the next time you get an invitation to attend a networking event - seize the opportunity with both hands.

Happy networking !