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More than a business card, get to know your contacts
Networking is not just about making as many contacts as possible. Successful networking involves hard work to truly get to know your contacts, and learn how you can help them.
DENVER — June 12, 2006 — The old adage, "It's not what you know, but who you know," still holds true today. Ask anyone for a single piece of advice on how to become successful and this is the phrase you will likely hear. Successful individuals are those who capitalize on this advice.
However, a better philosophy might be, it's not just "who you know," but "who you get to know."
Everyone loves to network these days. You hardly ever leave a professional or social event without a pocket full of business cards. Strange thing is, most people simply introduce themselves, shake your hand and offer their card. All too often that individual is not interested in pursuing a conversation beyond a brief, casual encounter, yet they expect to do business together in the future.
One wonders if these individuals consider networking to be a competition where the person with the greatest number of business card "trades" at the end of the day wins. Successful networking is about building lasting relationships, not casual encounters.
As I prepared to graduate high school and select a college to attend, a very important colleague offered to assist me in that endeavor. This individual, who grew up across the street from my father, happened to be the chairperson of the degree program I was interested in at one of my school choices. Although my father had not seen him for several years, a member of my church who also knew this person reminded me of the connection.
Having already been to visit several other schools, I could testify that a normal campus visit was more like one of those tour buses you'd find in New York City, and less about personal, one-on-one interactions with key faculty and students.
This school was different, however, because of the relationship my father had built with the chairperson some 35 years ago. I wasn't asking him for assistance in being accepted to the school or for special scholarship consideration. All I really wanted was a candid description of the program, both positive and negative.
I got exactly what I desired. After all, being a friend of my father's since childhood, this individual treated my discussion with him as if I was his own child, and if he was willing to send his child to the school, I would certainly be honored to attend.
This story is one of many examples of how important it is to utilize relationships. These relationships might be between yourself and an important individual, or they might involve a family member, friend or colleague.
The point is, do not shy away from asking for help. Try to inventory your existing relationships by looking at friends, family members (even distant ones), members of your church or community organization, classmates from school -- even those from your early childhood -- and colleagues at work.
If you do not find an immediate connection, ask around within this network. After all, it wasn't my father who remembered his friend as the chair of the school; it was a member of my church who made the connection after I asked around for help.
Believe it or not, you can build a relationship with almost anyone. The most effective networking happens when you combine a personal and business relationship with someone. When you meet someone new, truly listen to that person and find out as much as you can about the business they are in, but differentiate yourself from everyone else by also inquiring about their personal interests.
When you have a personal connection with someone, you become less of an acquaintance and more of a real individual. When talking to that person, identify how you can best help them, either professionally or personally. The point here is to make a real difference in that person's life, something memorable.
That personal bond is incredibly important in business relationships. The fact of the matter is, most people prefer to do business with someone they find personally enjoyable.
It is no secret that business often happens on the golf course, and the reason is that this relaxed, enjoyable setting produces more informal, trusting conversation. Don't golf much? Find other personal connections with your business peers, including similar hobbies and charitable organizations you both enjoy.
Building these lasting relationships requires hard work. To be successful, you must make specific steps toward improvement. Whether you are utilizing a previous relationship, or trying to build new ones, always remember that effective networking is about finding ways to help other people.
Focus on that other person and be generous instead of selfish. Remember that you can build a relationship with anyone as long as you find a way to help them. Realize that there is no overnight success, and that sometimes networking will feel like a chore. Pro-actively build your network of relationships before you need it, so that when the time does come, you are ready.
Most importantly, realize that to be successful, you can't get there alone. As author Keith Ferrazzi once said, "Invisibility is a fate far worse than failure."
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Published June 12, 2006, Denver Business Journal
Link to Original Article
Copyright 2006, Denver Business Journal.
All Rights Reserved
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About Cephas Innovation
Cephas Innovation is a management and information technology consulting firm that combines Fortune 1000, enterprise-level experience and resources with an entrepreneurial delivery style to generate exceptional results for its clients. Founded in 1995, Cephas Innovation has worked with some of the fastest growing and most successful organizations in the world, including Avaya, Knova Software, LabOne, Qwest Communications, Research in Motion (Blackberry), SaskTel, Standard & Poor's, QLogic, and the US Golf Association. For more information about Cephas Innovation, visit www.cephasinnovation.com.
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