Networking

Networking has a bad image. Many people think it means being pushy or aggressive - perhaps you’ve met someone who wants to exchange business cards and tell you all about themselves and their business straight away. Or perhaps you've had an experience where you and the other person found it difficult to find anything to say It doesn't have to be this way. Networking isn't complicated. But it does require a positive attitude and a bit of effort. There are three rules we're going to look at in this unit. These are: be interested, be positive, and allow yourself to be interesting.

The first rule - be interested - is the most important. People like to feel that they matter. It feels good if someone shows they are interested in us. So how do you show someone that you are interested? Well, mainly it's about asking questions. Ask them about who they are, what they do, where they work, what issues they face in their work. When they give their answer, listen for anything which you can ask them about more. In most cases, if you show them you are interested, they will become more interested in you as well. They will ask you similar questions and the conversation will start to flow.

The second rule is to be positive. Talk about what you like, not what you don't like. Look for opportunities to make positive comments to the other person. Perhaps you've heard good things about their company or have read something which they might find useful. If you exchange business cards, comment politely on the design of the card - in some cultures they are offended if you don't do this. And when you say goodbye, tell them how much you've enjoyed meeting them and encourage them to stay in touch.

Finally allow yourself to be interesting. That may sound a bit strange so let me explain what I mean. Many people are a bit shy when they meet someone for the first time. Because of this, they only give a small amount of information about themselves. For example, when someone asks them what they do, they say something like 'I'm in marketing' or ‘I work in a bank'. What I'm suggesting is that you make the effort to give a bit more information than this. So 'I'm in marketing' becomes 'I'm responsible for marketing XYZ in the Far East'. ‘I work in a bank' becomes ‘I advise small businesses on how to structure their finances.' And this isn't just for talking about your job. During the whole conversation, give a bit more than usual. Why is this so important? Well networking is about people being interested in each other. It's difficult for someone to be interested in you if you only give them small pieces of information. When you give more information, you create more material for the conversation. As a result, you'll probably discover things you have in common, and create a positive business relationship.

Positive business relationships: that is what networking is all about. It's not about forcing other people to notice you or trying to create a deal as soon as you meet someone. It's about having conversations which might lead to a longer term relationship. If the conversations are good, the business opportunities will come naturally. You've probably had lots of conversations where an opportunity to create a business relationship was missed without you knowing it. With a little bit of effort you can make sure that doesn't happen again. Just be interested, be positive, and allow yourself to be interesting.

LESSON 9