Author:  Amira Kohler, independent HR consultant, Plus HR

Topic: Networking

10-STEP ACTION PLAN

Effective networking

1.  Recognise what networking is, and isn’t

A commonly used, and good definition of networking is ‘developing long term relationships for mutual gain’. Effective networking is not achieved in an instant or from a one-off encounter; it relies on building rapport and trust over a period of time. It's also critical to recognise that networking is about give and take; unless the exchange is mutually beneficial it is unlikely to have a viable future.

Networking is not about selling, or demanding favours. Equally it is not about repeatedly and selflessly giving to others with no likely return.

2. Start networking before the stakes are too high

Since networking is about developing long-term relationships for mutual gain, it's best to start networking before the need arises to gain something quickly or with single-track minded determination. A frequent catalyst to spur people into action is when a difficult situation arises, such as the need to find a new job or new business quickly. Networking is often less effective when one’s hunger is too acute or immediate.

3. Clarify the outcome you hope to achieve

Take some time to consider what your objectives are from the process of networking generally, in the short- and long-term, and how these are most likely to be achieved.

On a micro scale, try to consider what an effective outcome would be from your contact with each individual. This will help you to stay on track and focused, both on the big picture and when having individual networking conversations.

4. Stay attuned to what the other person is trying to achieve

Networking is not networking if it is one-sided. Think about how you can help others. Develop a highly effective pair of antennae to sense what other people want and need, and how you can help them to achieve this.

5. Work out who you want to network with and where you could meet them

Think creatively beyond formal and organised networking events to opportunities like online HR forums, conference and exhibitions, professional or trade association events, thought leadership events and seminars, training courses etc.

6. Project the image you want to portray

Looking professional and at ease goes a long way to raise your’s and other’s confidence in you.

For instance:

• Look the part in terms of your business attire without melding so much into the background that you won’t be memorable.
• Pin your name badge in a clear position on your top half so that others can read it easily.
• State your name clearly, as if you’d like the other person to remember you.
• Keep business cards in a smart business card holder.
• Do not hand out business cards willy nilly. This does not inspire confidence.

7. Make an effective introduction to yourself

We all know first impressions are critical.

Tips for making an effective networking introduction include:

• Talk about yourself with passion and enthusiasm. If you don’t sound interested in yourself and what you do it is unlikely others will find you of interest.
• Say your name and company slowly. Give people a chance to mentally log you.
• Keep good eye contact throughout.
• Stay alert to the other person’s body language. Do they seem switched on (carry on in a similar vein), confused (try and explain what you do in a different way), disinterested (try and change your tack, move onto their introduction, or conclude the conversation politely and move on).
• Finish your introduction on a question to drive the relationship another step forward.
• Create a conversation, not a rehearsed script.

8. Try to build rapport

If you went first in introducing yourself, invite the other person to introduce themselves to you.

• Listen intently, trying to at minimum to remember their name and profession / role and a key point of interest for further debate.
• Ensure the conversation is two-sided and balanced.
• Try to find common ground – for instance find out why you are both at the same event.
• Have a ready set of questions up your sleeve in case the conversation dries up or becomes stilted. For example “how did you get started as a …..?” or “what interests you most about your work in ……”.
• Think about your body language and how you are standing, speaking, listening etc. Make minor alterations in real time if necessary.

While recognising the importance and value in trying to build rapport with as many of the individuals you meet as possible, it must also be recognised that there will be individuals with whom you have nothing in common, don’t warm to, or are just plain bored by.

In this case the trick is to bring the conversation to a professional conclusion as quickly as politely possible, using such one liners as “this has been interesting and I wish you the best of luck with ….. thank you”, or “I know there is someone I’d like to catch whilst I’m here, please excuse me”.

9. Follow up with complete efficiency

Follow ups are simple and not too onerous providing you have established strong rapport when you first met the person and you both agreed what the next steps would be. It is really important to carry out these next steps quickly and efficiently. Put simply: do exactly what you said you would do when you said you would do it.

10. Appreciate networking is a long term game, but with potential for a lot of gain

Networking rarely leads to instantaneous results. Nor does it often lead to direct results. Effective networkers claim that 70% of their results (new business, new job etc.) are found through networking, yet they can be 100% sure they have no idea which event, e-mail follow up or contact is going to lead to the answer. This all requires patience and belief that the results will pay off over time.

Not every individual conversation will be mutually-beneficial or lead to a long-term relationship. But the chances are the more conversations you have and the better you become at the art of networking, the more benefit you will derive. And the more fun it will be!

Disclaimer:
This guide is provided for guidance only. The provided information, whether ‘How to guides’, policies, procedures, samples, examples, or guidelines, while authoritative, is not guaranteed for accuracy and legality. While we make every effort to provide and link to accurate, legal, and complete information, we cannot guarantee it is correct for a worldwide audience. Please seek legal assistance, or assistance from your local or international governmental resources, to make certain that your legal interpretation and decisions are correct.