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July 2005 Heat
Up Your Professional Relationships Without Getting Burned Never underestimate the value of networking, but know how to do it right. What’s your “net worth?”…a provocative question. For many, “net worth” measures earnings, the sum of our knowledge, skills, experience, and lots of hard work. It could be said that net worth is a product of continuous recognition rewarded with kudos from your boss, promotions, raises, industry awards, new challenges, more responsibility, and overall greater work satisfaction. Kudos, promotions, awards … we all think we deserve some of that. But, if you’re wondering why you haven’t gotten all the recognition you deserve in spite of all you do, chill out about your net worth—you already can do a good job, now learn how to turn up the fire under your network. Relax and be yourself. Getting more doesn’t mean developing a “what’s in it for me” attitude, “playing politics,” or “brown-nosing.” Networking, done right, is about making connections and being helpful. Networking is about “relationships,” explains Keith Ferrazzi, author of Never Eat Alone. “You’ll be more successful with good people in your camp wanting you to be successful.” “The truth,” says Phil Agre, of the department of information studies at the University of California, Los Angeles, “is that the world is made of people. People out of communities are like fish out of water or plants out of soil.” Life is networking. In fact, you’ve been networking all along. Don’t get hung up on your past networking shortcomings, just get things sizzling now. Who’s In and What’s
the Fit? Before you can begin defining each member of your network, you must first know what you are doing and what you want. In other words, identify clear personal, professional, and business goals and a strategy to achieving those goals. Be passionate. Consolidate and organize your network members in one place or database—ie, Microsoft Outlook. Make use of all the fields for information. Remember that the category field can be customized and you can choose multiple designations. As your fingers do the typing, consider the following questions to systematically plan how you can begin developing your relationships: 1. Ideally, how would I like to see this relationship develop? 2. What are several possible needs this person might have for which I could be of benefit? 3. What questions or follow-up do I need to present to create a dialogue? 4. Are there other people in my network who this person should meet? 5. How would I contact them next—a phone call, business letter, hand-written letter, or e-mail? 6. How does making this contact compare with other current priorities? In what time frame does the contact need to be made to be timely and meaningful? 7. When would be the most logical time and day for me to make this next contact? (Put this on your calendar or to-do list.) Developing your existing network is important and so is continuous recruitment of new members. Bill Clinton campaigned by writing the names of all the people he met in a small book so he could keep track of his new network, says Ferrazzi. You can do the same. But, some people aren’t easily met on the street. Want a meeting with a VIP? Research first. Check the Internet for business-related Web sites that will have records of company annual reports, related magazine articles, news releases, background information, and names of executives and board members. Warm your cold calls by finding out how you can help. For example, call your target person to make an introduction to someone who could help with a current project or problem. Ask to be copied on e-mail communication creating opportunity for ongoing dialog. Or share a new piece of technology or information that may be of use. With this information, you can develop a strategy using a tickler file or your calendar reminders to systematically begin revitalizing dormant relationships and accelerate your network into a higher gear. Let It Grow, See You Go According to his experience, Farrazzi says all relationships are rooted by “generosity and intimacy.” It’s not difficult to understand how helping someone positions you in his or her favor. However, you could be thinking, “intimacy in networking—couldn’t that be dangerous?” How can being yourself be dangerous? Don’t be afraid to be human, encourages Farrazzi. “Go deep.” Being human and getting personal does not replace the need to create a solid business and professional image. Deliver concise, clear messages and target each message to its recipients, according to Betty Foust, a business e-zine writer. Developing good relationships often takes investment—time, energy, and sometimes money; however, you may be able to cut a few corners by asking people in your network to help expand the network. Ask whether they know anyone who may benefit from your service. Asking your network for referrals builds on your established success. When there are lots of people to meet, stay until there is a connection. Ending a conversation is easy when your role is replaced by an introduction to another person. If networking is the name of the game, express pleasure and gratitude in your meeting, note your follow-up plans and explain your desire to meet a few more of the other people present. Be sure to follow up. Position yourself as a resource center. Use listservs to share information related to your business with others. Organizing meetings can be a great way to meet lots of people and get them to know you. Use networking as an opportunity to inform and educate clients by giving them research and articles to help with a product and show the value of your services. Connect with several mentors and be a mentor yourself. There are definite opinions as to whether to call, send handwritten notes, send e-mail, or use a combination of communication types to create greater impact. No matter what, always follow up. The formula is brief: be thankful, highlight something you found interesting, and review any agreements made. Networking Nutshell Now crack the networking shell with engaging open-ended questions that will help you learn more about what people do at work and, equally important, what they do when they are not at work, says Andrea Nierenberg, author of Nonstop Networking: How to Improve Your Life, Luck and Career. The goal is not to walk away with a huge stack of business cards. In fact, Nierenberg believes if you make two good contacts at an event, you’re doing well. Learning about someone else requires listening, and listening takes time. Asking questions based on your genuine interests will keep the conversation sincere and relevant to your goals. The returns on your time investment will be valuable information—perhaps a new client or a referral. Avoid Falling Through Your Net “Blah, blah, blah” must be one of the worst take-home memories of talking to someone. So when first meeting, avoid trying to say too much. Make what you say of value. Seek common ground and look for ways to appeal to emotions, especially areas of discomfort. Uncomfortable situations represent places you can help. Be discerning and don’t base your “help” on gossip—and don’t gossip. With all the focus on helping the other person, be careful not to promise more than you can deliver. You may not be able to follow through and follow up. High expectations can result in disappointment. Try to make each person feel special. People notice when you treat certain people with more respect. On the other hand, you don’t want to make each contact generic or too brief to have a meaningful exchange. Follow-up is critical. Believe it or not, being too quick to follow up can undermine your sincerity. After all, how could a personalized note be composed so quickly? Though it is exciting when you think you meet someone with whom there could be tremendous exchange of help, expecting something quickly makes a great meeting into a networking contact gone wrong. After the first meeting, continue to develop multiple topics on which to communicate. Keeping the Momentum Going Handling all the e-mail may be the most challenging task once your network starts growing. Activate an antispam program—all the jokes are time-wasting spam that distracts you from your purpose. Create e-mail subfolders to categorize and save important communication—this will help you monitor specific networking activity. Surges and drops in communication are both tip-offs that something is happening and you need to know what it is. Make one subfolder a “to-do” or “action” folder. Keep only the most recent messages in your inbox. Use auto reminders and tickler files to bridge the cracks. Communication can pile up in your computer just like it can on your desk. Keep a schedule for regularly organizing and cleaning out computer and e-mail files. Schedule time for checking e-mail, meeting clients, returning calls, and working on projects. “No one gets anywhere alone,” Ferrazzi and Nierenberg agree. It’s about sharing your passion, says Ferrazzi. Having a stack-free desk, an empty e-mail inbox, and a finished “to-do” list won’t get anyone into your loop. Relationships give us the opportunity to learn, grow, and enhance our professional and personal satisfaction. So network and get connected. It’s living. Meeting in a Meeting “Candidly, eight years later I have not landed one piece of business. However, the buzz about the ‘Outside the Lines’ breakfast has reached a crescendo that we now already have a waiting list for 2006,” says Matorin. “Why? What evolved over the passage of time was the invitees consisted of individuals representative of what makes the food business tick. As a result, the breakfast became a forum where people learned different perspectives about their industry and networked. For me, it further established my credibility as being an industry leader, as well as a master connector among my peers.” “Outside the Lines” has become known as a classy, intimate event that precedes the opening of the National Restaurant Show every year. Its mission is to help members resolve issues specific to their corporate positions and the food industry, to help connect similar-perspective clients for the purpose of building a niche network, and to position Smartketing business as a value to the community while providing an opportunity to gain clients. — LM Icebreakers |
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