Do you think Networking is a dirty word?

 If you do you are not alone, but the cold hard truth is that it’s time to get over it.  Your aversion could be holding back your career or business success. 

Like most things in life, there are right ways and wrong ways of networking.  After working with many of my clients on developing this valuable skill I think it’s time to dispel a few of the myths and in doing so encourage each of you to develop and tap into the incredible power of networking.   

In my experience networking is one of the most important career, business and personal relationship skills an individual can have.  When performed effectively it is a genuine connection (or relationship) between two individuals seeking to explore mutual benefit at some point in the future.   

The benefits of networking are numerous and well established.  Here are just a few of them:

• Great source of access to the ‘hidden job market’ – that elusive area where up to 80% of vacancies are promoted and filled… without being advertised.
• Exposure to decision makers in your organisation that are able to provide development and/or promotional opportunities supporting your career.
• People do business with people they know and like – from their own personal/professional networks, grow your business through your networks.

 Ian Benjamin, professional speaker, consultant and author of a book on the topic of networking, suggests the following…  

                      “It’s not what you know, it’s not who you know, but who knows YOU” that will determine your success in your chosen field. 

So.  How do you go about it? 

With a genuine interest in the other person and with a focus on how you can add value is the short answer.  Don’t approach networking with a “what’s in it for me” attitude.  This is despite the fact that you may have some very specific outcomes you’d like to get from your network.   

What I’d like you to do is to think of networking as simply building relationships.  Now most people I know are capable of, and comfortable with, building relationships.  Furthermore, most people I know are happy to ask a friend to help them move house, or to read over a job application, or to ask a neighbor for a cup of sugar.  It’s just that as soon as you add the word “networking” to the process many people get cynical, scared, or simply end up with a bad taste in their mouths.  If you are concerned about appearing mercenary, pushy, selfish, or annoying then you are thinking the right way and more importantly, have four key things to focus on that will ensure your networking efforts don’t come across that way. 

Some tips. 

• Networking is a long term strategy – develop your networks when you don’t need them so they will be there when you do.
• Look for mutual benefit - find opportunities to proactively help those in your network.
• Work on developing your network one step at a time – projecting into the future and making assumptions about who can help you, and with what, will only trigger your fears and stop you from progressing at all
• Nurture your network – it’s made up of living people so it needs to be looked after like a living thing (much like a garden really).
• Value your network – demonstrate how important these relationships are to you and those involved through respectful interactions, only passing on appropriate contacts and following up to make sure your contact was treated well. 

 These tips are general philosophical approaches that I use and that have served me well.  They ensure that the relationship between me and those who are in my network is genuine, respectful and remains productive.  If you want specific “How to” tips we have a wide range of resources that are available (just ask) or a simple Google search will reveal millions of pages on the topic.  

Speaking of the internet... The internet has changed the face of networking.  Now more than ever we really are a virtual hop, step and a jump away from just about everyone.  Social networking sites like FaceBook and MySpace are hugely popular and are rapidly becoming valid business tools.  Just look to see how many unknowns have been launched into stardom through sites like YouTube.   

I’ve been inviting my clients to join my network on LinkedIn.  This is a professional networking site that is predominantly used to tap into hidden job markets and other professional opportunities.  I use it to both promote our business but to also help my clients make connections with potential jobs and sources of information about specific career choices, industries or employers.  If you would like to be included in this network let me know by return email and I’ll send you a personalised invitation.  It’s free, easy to use and could prove quite handy down the track. 

So.  The take-away message today is don’t overlook the power of networking in your own life.  Think of it like a parachute.  It would be better to have it and not need it, than need it and not have it. Approach it like you would any normal relationship with the same level of respect and you’re off to a great start! 

 If any of you have stories about how networking has helped you in the past, or have questions about how networking might be able to help you in the future I’d love to hear from you. Have a great April, sprinkle some water on your networks and I’ll speak to you again next month.