Do you regard yourself as an effective networker? If yes, alarmingly, you could be a rare commodity. Do you understand that networking is relationship based, mutually beneficial and evolves over time? Unfortunately, networking is often confused for the more transactional nature of ‘sales’.
How many times have you attended an event, swapped a few random cards and ultimately realised no benefit? It is important to recognise that your time is an investment, and you should be aiming for a return on this investment. This is where structure can be highly beneficial to your networking activities. As a guide, the following steps will help improve your effectiveness at events and functions:
Before you leave – research the attendee list and identify people you would like to meet. Ensure that you have read the daily news stories, and have a couple of standard ice breaker questions prepared. If you need additional support, invite a colleague to attend with you. Most important, set a few objectives for your investment at the event.
When you are there – engage with a balance of appropriate questioning and active listening. Be prepared to use a response to guide your next question, without being overbearing. Your positive and open body language is vital, as are confidence and energy. Spend more time with fewer people, as this will allow better quality engagement. If you know numerous people at the function, introduce and connect them – you never know what could eventuate.
The next day – reflect on the event, your performance and whether you met your objectives. If you made commitments to provide information or follow up with people, ensure that you respond by email or phone within 24 hours – even if only to acknowledge the commitment at this stage.
Your networking skills and personal style will develop over time and with more practice. The addition of structure and tactical thinking should increase your networking effectiveness and ultimately help grow your contact base.
David Dercho, Personal Brand and Networking consultant
Hear from David at CPA Congress 2008
He will be presenting at CPA Australia’s Queensland (session L5) and South Australian (session E2) CPA Congresses
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