Get In The Know
Sydney Morning Herald
Saturday June 2, 2007
We're relying on contacts more than ever to get ahead in our career, so it's worth cultivating them, writes Steve Dow.
Networking has never been more important to get ahead in your career. Many of the best jobs are never advertised and the decline in union membership means we increasingly speak as individuals at work rather than collectives.But what if you are too shy to stump up at one of those industry events where you're meant to meet new people who can propel your ambitions? Relax, says Robyn Henderson, a networking teacher and author of several books on the subject. Her latest is Strategic Networking: Your Guide to Networking Excellence (SeaChange Publishing, $27.95). She says introverts make good networkers because they are often good listeners.Set a goal before you go to an event that you will talk to four strangers, Henderson suggests. Chances are one of the four will be a potential client or someone who can refer you to a good contact."Act like the host, not the guest," she says. "Walk in and take a couple of deep breaths. Just take 20 seconds to look around the room: not to case the joint, but to consider who might be friendly. "I look for people who are standing by themselves, because if by chance they are going to reject me or be rude to me, it's only between them and me; it's not like a public embarrassment."But people are generally so relieved when someone comes up to them when they're standing by themselves. I'll say, 'Hi, I'm Robyn, can I join you?' I try to make a heart-to-heart connection, which means I focus on the person I'm speaking to, not looking over my shoulder for someone else to talk to."Henderson says extroverts can be too overwhelming and make others uncomfortable. "You need to be a good listener and be prepared with a couple of questions you feel comfortable asking and answering."There are some important rules of networking etiquette. Say you want to work for a rival company. Some people may question your ethics if you hand out a business card with your current employer's details. In that case, get a neutral card made up with your private contact details, without your company's name on it, Henderson says. And if your intention is to jump camps, it's more ethical to attend industry networking events in your own time and at your own expense rather than having your current employer pay.Often it's a good idea to wait until you are asked to give your business card rather than force it on someone, although that's not a strict rule. If you plan to follow up with someone you meet, ask at the time of meeting them if it would be OK to contact them again; the person may be snowed under with obligations, Henderson says.Rather than buying someone lunch or coffee, a good alternative is to follow up on the phone where the other person is put under less pressure. If you follow up with an email, don't send large attachments. Networking is rarely about instant gratification and operates more like a co-operative society. Master networkers "give without remembering and receive without forgetting", Henderson says. You yield the benefits over time. The giving part is where your memory of someone's personal interests kicks in from your conversations. You might, for example, send them a clipping from a newspaper or a magazine or a website link to an article on a topic that covers their personal interests, Henderson says. Or you might refer them to another professional you think could assist them.Networking is a lifelong skill. So don't forget the many places you can practise it: the gym, golf or a sporting club. Above all, determine to set aside a certain amount of time for networking each week.tips to generate referrals* Create and maintain your database (contact details, special interests, major achievements).* Make contact with clients and prospects every 60-90 days.* Attend one or two networking functions regularly and become known as the key person in your industry.* When you receive a referral, acknowledge the referral in writing at the time of receipt. * Give away a referral a day to someone in your network - what you give out is what you get back.* Build a positive profile in your community - call people by name, wear a name badge, sponsor on a local basis.* Avoid keeping tabs on what you do for others. Give without expectations.* Be open to opportunities.Source: www.networkingtowin.com.au.
© 2007 Sydney Morning Herald