Networking is as simple as 1, 2, 3, 4 … 8

Joe Takash

04/20/2009

If you want to be successful in business, you need to develop your ability to network. Below are eight simple tools anyone can use to become a more effective networker.
• Make a great first impression. Every time you meet someone new, think, “S.H.E. is the key.” S.H.E. stands for Smile/Handshake/Eye Contact. By greeting people with a genuine smile, a firm and friendly handshake, and direct eye contact, you set a positive tone and make the best first impression possible. And first impressions are what people remember.
• Be a name-learning machine. Knowing someone’s name demonstrates that you value the person and that you have differentiated him or her from the crowd. It says, “You made a good impression on me.” There is no better way to make others feel good about themselves, and also to leave a positive impression of yourself. One way to remember names more easily is to repeat the name after you are introduced, followed by, “It’s nice to meet you,” or a similarly appropriate statement.
• Ask open-ended questions. The following are questions that will get people to open up, tell you about themselves and, professionally speaking, fall in love with you.
Tell me about your job.
What are your most important responsibilities?
What do you like most about what you do?
Where are you from originally?
What are you passionate about?
What do you like to do in your free time?
Asking people questions about themselves and showing a genuine interest in their answers is the best way to show appreciation, and it’s a potent tool for networking. Offer information about yourself as well so that others who may not know how to be effective networkers can still learn about you and become potential clients or references. • Master the art of listening. Great leaders have mastered the art of being great listeners. But for most of us, the daily distractions of cell phones, deadlines and a multitude of obligations can prevent us from being fully engaged listeners. A simple question to ask yourself with anyone you network with is, “Am I fully engaged when listening?” Fully engaged means being entirely consumed in the other person and what he or she is saying. To get to that point, eliminate distractions such as cell phones, and close your office door. Show attentive body language by facing the other person and looking him or her in the eyes. Practice silence so you don’t violate the “don’ts” of listening, which include rehearsing what you want to say next, finishing people’s sentences and interrupting.
• Establish common ground. When you find common ground with someone, you raise the level of the relationship, because now you have planted the most important seed for all relationships – a shared interest. From this foundation, you can build a relationship of respect or even friendship. This can increase your business, because people like to do business with people they like. To find common ground, apply the “ask and listen” technique. Use open-ended questions, like those above, to bring you closer to standing on common ground with anyone you meet.
• Learn to help others before yourself. Many people fail at networking because it’s obvious they are only out to help themselves. This is an absolute turn-off in a networking situation (and most other situations). The most successful networkers take the opposite approach. They think of the many different ways they can help other people before helping themselves. For example, if you meet a freelance photographer who is starting her own business, you might be able to refer her to a graphic artist you do business with so that she can get her business cards done. This is how the web of networking creates success for all involved. To put yourself in this mindset, think of yourself as the networking coordinator. When you are always on the lookout for ways to help other people, they will trust you and by extension, your business. • Describe how what you do helps others. When you tell others about your job, think of them first and explain how what you do helps others. If you are an insurance salesperson, tell anyone who asks that you help others find the lowest rates possible, or that you provide the highest level of coverage for those in high-risk categories. Regardless of your profession, people want to know how what you do benefits others. It gives them something of interest to tell others about you.
• Follow up and work your network. After events designed for networking, establish a system to record the data of the contacts you have acquired and use it to refresh your memory about the details you gathered. Many skilled networkers recommend that you use a PDA to write down specific information about people, as these devices are terrific for tracking contacts. Also, you can mark your calendar to remind you to touch base with people in your network. This follow-up activity will keep you in the front of people’s minds when it comes time to do business. •

Joe Takash is the author of “Results Through Relationships: Building Trust, Performance and Profit Through People,” and the founder of performance-management firm Victory Consulting. His Web site is www.joetakash.com.

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