COMMUNICATE > Networking

Networking means making friends, creating trust.
Networking is like dating: you meet new people and get to know them. Some will become close friends and lovers, others remain part of the social group in which you move, others just move on. Business networking follows a similar path: you meet many people, become friends with some of them and become close to a few of them. The difference is the context in which you meet them and the content of the discussion.

Good networking focuses on the other person.
“Whoever speaks most in a conversation wins.” This urban myth, like many, has a basis in truth. When you focus your conversation on the other person and learn about them, it becomes easier to find connections to them. From this beginning you can progress to a discussion of what you do in the context of what makes sense to them. Over many conversations trust will develop and the relationship will strengthen.

Do You. . . .
            Feel uncomfortable when you walk into a networking event?
            Prepare ahead of time by thinking about conversational topics?
            Find it hard to turn networking contacts into sources of business?

          Networking tips: business cards

• Take plenty of business cards and a pen.
• When someone gives you their business card take the time to really read it then and there.
• Write the meeting name and date on the back of the card, and any notes about your conversation.
• Back at the office, decide how to follow up with the contact and, as appropriate, add the name to your mailing list, send an email, make a note to set up another meeting or throw the card in the circular file.