Doing Networking Right

Networking. You know that you should be doing it. But you’re a bit unclear on what it actually is and how you build and manage your network. When I advise clients on the importance of networking, their responses tend to go something like this: Oh yeah, I’ve got a network, but I don’t want to bother anyone until I need something. It is astounding, and I hear this All The Time. 

The key to success in networking is simple and is rooted in consistent, regular nurturing of your network. In other words, networking is what goes on long before you need a favor; it is something you should do proactively. Let’s replace the word “networking” with “building relationships” because that is what it is all about. You know you can’t build genuine relationships with anyone by simply talking to them once or twice per year, nor can you forge a partnership with someone if your only communication with them is to ask them to do something for you. 

Building relationships (networking) is an investment in you and can provide insulation against unforeseen circumstances such as a layoff, a desire to make a career change, or a need to grow your business into other markets. When you invest the time and effort into developing your network, you create an invaluable resource custom-tailored to you and your needs. True networking is about enjoying other people, discovering their passions, and making connections. 

The most successful networkers are those who give more than they receive. Consider taking a “how can I help” approach rather than a “what’s in it for me” mentality when it comes to networking. When you’re networking without an ulterior motive, you build the reputation of being generous rather than self-serving. 

When you’re building your network, it’s critical to have a plan. You want to network strategically. Decide what you want to talk about and map out what you want to talk about, who you want to meet, and how you can help. Your goal should be to be friendly, honest, and learn about what other people do, value, and desire. The best networkers don’t dismiss anyone as “unimportant.” They know that everyone they meet has value, connections, and unique perspectives. 

One of the most important aspects of networking is following through and following up. If you promised to set up a meeting with someone, get it scheduled. Think about how you can connect people to help them solve problems and create solutions. Show up for people in your network. And when the time comes to search for a new job, recruit for a position, or retain new clients, your network will be more than happy to help you and vouch for you.