Top Ten Networking Skills
Diane Darling, Co-founder of Digital Eve and the Director of its Boston chapter, presented the TOP TEN NETWORKING SKILLS FOR 2005. They still seem pretty valid for 2006.
1. Quality vs. quantity - The number of people you know does not matter. It is the quality of your contacts that does. Who are the decision makers? Influencers? Who can you help and how?
2. Slow down - No one gets married on their first date - business relationships take time too! Get to know people not only from a business perspective but from a personal perspective too.
3. Go low tech - In some cases, a quick phone call can be more efficient than many emails. Pick up the phone and even find time to meet face-to-face. Email is excellent when sending documents or directions - don't overuse it.
4. Diversity - The old boy's network is alive and well - but so are many others. In the financial community, a diversified portfolio is preferable. The same is true with your network.
5. Introductions rule! - This is the ultimate in flattery when someone takes time out of their day to make the effort to introduce you. This separates name droppers from the genuine networkers.
6. Practice 3rd party networking - Take the time to introduce two people so they can benefit from meeting each other. You get to re-connect with someone when you don't need anything - become a "networking node."
7. Zen - Make 2005 the year where you include positive people who add value to you and your network while keeping your distance from those who distract and de-energize you.
8. Avoid 911 networking - When the economy tanked all of a sudden people discovered "networking." They called people in a panic asking for referrals or job leads. Today, build relationships BEFORE you need them.
9. Make random "hello" calls - When someone comes up in a conversation or comes to mind, make a random "hello" call. You don't need to have an agenda or reason, simply share that they were in your thoughts and you wanted to connect.
10. Unlearn shyness - Research shows that we learn shyness. As a child you wander over to someone at a playground, introduce yourself and play. As we get older we experience rejection so we learn to "shy" away from being friendly. If shyness is a challenge for you, start a conversation with a stranger in the elevator just before you have to get off. Say something quick - "great tie" or "have a nice day." Too often shyness is misinterpreted as indifference and you don't want to send that message - think friendly.
Good advice? A recent survey by DBM shows that 61% of respondents listed networking as the source of their new jobs, ten times as high as those who found jobs using internet job sites and print ads. In another survey, conducted in 2003 by DBM, 75% of senior executives who were let go from their last job found their next position via networking.
Comments
As a natural introvert and a Telecommunications Account Executive, I absolutely identify with #10.
I have a son who is just over 2 years old. Recently, we have been taking him to play with some friends at a local park. And he'll do a few laps around the play area checking things out by himself, and then gradually he'll engage some of the other kids, and within about 15 minutes they'll all be running around and calling each other by name. But if a parent intervenes for some reason, most of the kids will keep their distance or even ignore the presence of the adult.
While my career dictates that I be outgoing and extroverted, I find myself following a similar pattern at times. When at a networking event, I may finding a comfort zone conversing with peers...
keeping my distance, instead of stretching beyond the comfort zone and establishing contact with decision makers. It's a constant battle to overcome the tendency toward shyness and engage those people who I really need to know and who really need to know me.
Posted by: Anonymous | January 23, 2006 2:03 PM