Networking Skills

What is networking?

Networking is about making connections and building relationships that will help you succeed. It’s a great way to explore new career options, learn more about an industry or gather insights – and anyone can learn to network effectively.

How to network effectively

A common misconception about looking for a new job is that all roles are advertised, but this is not always the case. A number of jobs are filled by word-of-mouth, headhunting or simply internal recruitment. The more senior the position, the more often this happens. So good networking skills will help broaden the number and range of jobs you are exposed too. Below are some helpful tips on best practices for networking:

1. Set your networking goals

   Think about what you want to achieve through networking. Is it a new job you are after? Are you looking for new customers for your business? Would you like a business mentor? Set your goals before you begin and you will be more likely to achieve them.

2. Networking is a two-way street

   When meeting new contacts who could potentially form part of your network you need to try establish a rapport with them first.

   Basic conversation starters could include finding out:

   • Name
   • Position
   • Nature of business
   • Length of time with the company
   • Size of the company
   • Competitors

   Once the basics have been covered, questions to establish whether your relationship could be mutually beneficial can be asked, such as:

   • What types of clients do you serve?
   • Who makes the buying decision within the company? [for the product / service that they manage]
   • What sets you apart from your competition?
   • What’s your product / service’s unique selling point?

3. Evaluate the value of each contact

   Networking takes time and effort so the value of each contact you meet should be thoroughly evaluated. As your network grows this will become even more important. Once the initial conversation has taken place you need to consider the value of meeting the person again and creating a relationship. Your decision should be based on whether or not you can both benefit from this relationship and also assess whether the people you meet are truly interested in helping solve your problems.

4. Get to know your contacts

   Take the time to get to know those in your network and understand their business needs. Keep them updated on what you are doing and with which companies / people.

5. Keep in regular contact

   Once you have made a valuable contact be sure to keep in touch with them regularly, even if you don’t need anything specific. The internet is a great tool to stay in touch. Forward a link to an article of interest or send an email with your contact information. Make sure your contacts are relevant and pertinent to the business at hand and be polite and professional.

How to build your network

There are many avenues you can utilise to begin building your network, a good place to start is people you know, at work and in your social life. Other areas could include:

• Old school, college or university classmates
• Distant family members
• Your friends’ friends and families
• Former co-workers and managers
• People you meet at industry events
• Networking at conferences and events

Networking event tips

Below are some tips on what to do when you’re at a networking event.

Be prepared: Events, both inside and outside of your company, are excellent opportunities to build your network of contacts. Networking opportunities should be treated with the same respect as a business meeting or presentation. Good preparation includes having some conversation starters ready. Prepare some open ended questions and know what you want to achieve from the contact. Make a list of the people you expect to be there and want to meet. Do a little research on them. If you know something about the people you approach it’s much easier to start a conversation.

Prepare an elevator pitch. You’ll need to introduce yourself so prepare an elevator pitch. This is a brief overview of who you are, your experiences and abilities. It’s brief enough to share during an elevator ride.

Make sure you relax: Preparation will help overcome feelings of anxiety and nervousness. The more you practice your networking skills the more confident you will become. A major part of networking is being aware of your verbal and non-verbal actions and those of others - what you do and say will determine the success of your networking event. Learn observation skills that will allow you to read and lead people.

Listen: An easy way to relax at a networking function is to take the focus off yourself by listening to the other person. This also gives you an insight into how the contact can help you.

Give your business card to the right people: It’s not about giving or collecting the most business cards, it’s about collecting the right ones. It is beneficial to talk with fewer high quality contacts than a number of lower quality contacts. This won’t necessarily be transparent from the start so you’ll need to do some investigating.

Show interest: Stay focussed on the person you are talking to and maintain eye contact. Don’t scan the room. Ask thoughtful questions and be genuine and sincere.

Follow up: Follow up requests for information. It is a little courtesy that means a lot and your professionalism will be noted.

Sources

1. www.monster.co.uk
2. www.recruiterdaily.com
3. www.nytimes.com
4. www.careerjournal.com
5. www.jobsearch.about.com
6. www.cadadvanced.co.nz
7. www.marketing.nzpcs.co.nz
8. www.waikato.ac.nz
9. www.hotjobs.yahoo.com