Networking, as I’ve come to understand it, is more about building relationships than it is about selling our products or services. Networking can take place at events, meetings, social gatherings, educational opportunities, and Chamber mixers. Networking, while a form of work, can be fun.
When it’s done well, networking consists of seven key ingredients. One of these ingredients is not more important than another. Just as the flour, sugar, butter, and eggs all play a role in baking a cake, the seven ingredients of networking must be combined to strike a rapport, nurture a relationship, hold someone’s attention, develop trust, and eventually make a sale. There is an art to this process.
Personality
When first approaching someone in a networking venue, be sure to communicate an authentic openness to meeting her. Show some warmth, enthusiasm, and real interest. Help her to feel special. Let yourself sparkle during those initial few moments. People are attracted to sparkle.
Body Language
Respecting his personal space, stand tall, shake hands, and smile. Look confident even if you don’t feel it. Keep your feet about a foot a part so that you are well balanced. Relax. Be comfortable with who you are.
Interest
One of the best ways you can demonstrate interest in the other person is by listening carefully to what he says. Ask appropriate questions from time to time. Establish eye contact. Inspire him to keep on talking, revealing minor details as well as important facts about his life.
Focus
Grab onto one piece of information she offers and create meaningful conversation around it. Expand upon it. Explore it. Learn more. Then offer something about yourself that relates to this topic.
Connection
This is where you get to seal the relationship just a bit. Create a bond with her, however small. Flow with the electric current running between you. Maybe something she said resonates strongly with you. Maybe you need to show empathy. Maybe the two of you have experienced similar situations.
Visualization
Imagine the beginning of a satisfying relationship between you. Picture a positive conclusion to the initial conversation. Believe that he wants to get to know you better. Simply accept that there is something more to come, whatever that looks like. Regardless, picture it in your mind.
Invitation
Suggest that you meet the other person for coffee, lunch, or drinks. Look for ways to extend the conversation on another day. Pose specific dates and times. If she doesn’t have her calendar with her, ask if it’s all right if you call her tomorrow.
Now that you know what the seven ingredients to networking are, don’t expect to implement them perfectly. At least not in the beginning. But you have to start somewhere. Try them out during the next opportunity that presents itself.
Afterward, assess your “performance”. Identify what went well and what simply didn’t work. Make changes accordingly. Be gentle with yourself as you engage in the critique. Remember: there are very few masters at networking. With practice, however, YOU could be one in time.
By Sylvia D. Hepler