Professional Networking: What Works and What Doesn’t

Networking has long been viewed as a good way to meet new contacts and generate more business.

However, networking is often misunderstood to mean randomly connecting with people whom you think can do you some good.

This action indicates a complete misunderstanding of the importance, and skill, of creating meaningful connections.

A closer look shows why some networking efforts work well, while others do not.

The Good, the Bad and the Uglyof Networking

Most people have been at a seminar and conference and encountered the abrupt networker.

These people only have an interest in you for the opportunity to thrust their cards at you, in the hopes that you will find an opportunity to use their product or service.

The receiver is immediately put on the defensive,because no groundwork for a relationship has been prepared. Many business people have also encountered the smooth Networker.

In this case, you don’t even know you have been connected; you simply go away, with card in hand, feeling, “What a nice guy!” or “What a lovely woman!” These are people who have mastered networking and all it entails.

Successful Networking IsAbout Relationships

In reality, networking is about relationships, and like every other kind of relationship, it requires time and trust to grow. One interaction is not sufficient to forge anyreal relationship.

Rather, the relationship develops over a series of meetings. That is really the fundamental reason why people are encouraged to go to professional seminars and industry conferences: to create relationships that develop over time.

For example, a finance industry recruiter may not recognize the glittering qualities of a candidate at first meeting, but, over time, those qualities may come into focus.

Caring is the Essence of Connection

If you appear to being making contact simply to advance your own interests, this motivation will be apparent and will work against your ability to form a true connection.

Good listening skills can help you learn what your contact needs, and how you can help to serve that need. It doesn’t necessary mean you will be able to form a business relationship at that moment.

Good networkers use their resources to bring other people together to solve problems and produce good results. If your connection serves your contact’s interests, he or she will be open to keeping the relationship going.

Look For Areas of ConnectionBeyond Business

If your connection mentions golf, and you are also a golfer, discuss courses you have played.

If you originate in the same part of the country, make the most of these shared experiences.

This ability to find points of intersected interest can be a valuable skill in fields such as financial advisor.

Listen carefully to not only what is being said, but also the context and subtext.

Inevitably, you will find something to which you can relate on a personal basis, and this can later be parlayed into a trusted business relationship.

Successful networking can be accomplished in every interaction if you maintain an attitude of service.

If the contact’s sees value in the interaction with you, he or she will be more likely to maintain the relationship, on both a personal and professional level.

Ready to make a move? If you are planning to buy an existing book of business or sell yours, we can help.

Our finance industry recruiters are always ready to accommodate questions and applications.

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www.willis-consulting.com

Willis Consulting, Inc.

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