Who Loves Networking???
2005, Dorene Lehavi, Ph.D.
Many professionals who don’t enjoy networking equate it with
selling. I have heard many say, I’m a professional. I
didn’t go to school to learn to sell and they didn’t teach
it. It is a common belief that in order to get new clients
professionals need to make cold calls and do other
activities they find distasteful and uncomfortable. It would
be helpful and probably a relief to understand that
networking is a different story.
The purpose of a good network is much more than a basis for
getting new clients. A network of connections, which has
been built over time, is a source for many things, such as
career management in general, a resource for information and
even valuable friendships. It is not an overnight way to
get new clients. It is a support system for the long run.
The main feature of a good network is that it is mutually
beneficial.
Did you ever put two people in touch for something helpful
to both of them? Did you ever recommend a restaurant to
someone? Those are examples of networking.
Despite the way it is commonly done, networking is not about
elevator speeches, nor an exchange of business cards in the
hope the recipient will become or refer a client.
Networking is a sincere interest in learning and
understanding the needs of someone else with the purpose of
you being able to help them now or in the future with a
referral, some information or other helpful gesture.
Obviously you hope for reciprocity.
Effective networking assumes you have good communication
skills that enable you to listen well and to articulate
clearly both what you do and how you can be of service. The
ability to describe the client you best serve is basic.
However, a conversation which includes talk about hobbies
can be much more engaging than one limited to business.
When you get the hang of networking, you will note that it
takes place everywhere, not solely in professional and
business settings. How surprised I was to find that the
owner of the gift store where I was making a purchase was a
formerly practicing lawyer who gave me two referrals on the
spot when our conversation led us both to reveal our career
paths.
The maintenance and nurturing of networking contacts is as
vital as making it in the first place. Renewing them
through follow-up emails, holiday greetings, sending
articles of interest, periodic check-ins, coffee meetings,
invitations to play golf, referrals, etc. are all important
parts of the picture.
Trade in your negative ideas that networking is a hard sell
of you and your services in exchange for the idea that it is
the practice of showing genuine interest and generosity to
those you meet. Hopefully you will find the process
enjoyable and enriching.
Dorene Lehavi, Ph.D. is principal of Next Level Business and
Professional Coaching. She coaches Professionals and
Business Partners. You can get a free sample of her ebook,
Stop Doing What You Hate. Start Doing What You Love at
Start Doing What You Love. Contact Dr. Lehavi at
Dorene@CoachingforYourNextLevel.com or on the web at
Coaching For Your Next Level
