Creating your professional village is what’s also known as networking, a term that is over-used, worn out, and misunderstood. What many think of as networking is often the opposite. Opposites do not attract For example, it’s the opposite of networking to leave an event or meeting with your pockets stuffed full of business cards from people you’ve barely met, who you’ll have completely forgotten on the drive home, including that one man or woman you really did connect with. It’s the opposite of networking to spend four hours on LinkedIn.com indiscriminately firing off unsolicited connect invitations to people you’ve never met, don’t know, and who probably share nothing in common with you. Most will delete your invitation with an annoyed growl. Some people won’t mind of course, but don’t confuse this method of gaining connections with the true power of building your network. Networking is not about what others can do for you. It’s about what you can do for others. This has nothing to do with spiritual beliefs or philosophy. It’s just common sense. Why would someone help you unless you’ve already demonstrated that you’re interested in helping them? Always put yourself in the other person’s shoes. Ask the right questions The best way to find out if other people share your interests is to ask questions and then be a good listener. When they tell you what they do, a great question to ask is, “What’s it like being a ________ (teacher, lawyer, systems analyst, etc)?” People rarely take this level of interest and most people love to talk about what they do and why they do it. This is where shy or quiet types often do well and where those who are gregarious, life-of-the-party types might struggle. It’s hard to learn what matters to others if you’re thinking about yourself, or to hear what other people are saying when you’re making yourself the center of attention. My absolute favorite question to ask is, “What can I do to help your business grow?” Most people have never been asked it and are stunned at first. But if the question is sincere, they are genuinely appreciative, even if they aren’t able to think of a way you can help at the moment. If you make a habit of getting to know what other people are doing, think about, and need, you’ll quickly find that, in many cases, what you have to offer is the chance to connect them with others. Adding value to others You might meet someone who’s working as a realtor just when you learn that one of your other connections is getting ready to sell a house. You might meet a young business consultant after you’ve connected with an entrepreneur who needs help with a business plan. Each time you connect two people, you’ve created a neighborhood in your professional village. Each time you solve someone else’s problem, your value goes up and the people in your village become eager to find ways to show their gratitude—by helping you. You’re connecting the dots. You can’t know what the final picture will be. No matter how carefully you may plan your career, opportunities you may never have considered will pop up. That’s part of the adventure of networking. You never know where it might lead. In the end, networking is about cultivating productive relationships. Ask questions with the intention of adding value to others, and yes, you will get that sought-after business card. Find out more in chapter 8 at www.ChampThink.com. Comment below with your favorite Networking Tips/Thoughts.
5 Comments
Mike Hoherchak
12/4/2013 06:25:24 am
I couldn't agree more. I've been to many many networking events in the Lehigh Valley for my non-profit I work with. A lot of people get it wrong. Their definition of networking is actually advertising. I remember going to an event where this one guy walked around holding literally a stack of business cards on his chest about 6-8 inches high just talking fast and handing out as many as he could. I don't even remember what his business was. I believe there is a lot of value in being a connector. With the act of reciprocity, more people will naturally want to help you if you help them.
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12/4/2013 06:52:39 am
Great point Mike. Not much power behind a business card exchange vs. actually trying to add value to others.
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Greg Cothran
12/13/2013 10:57:10 am
I just had a parent of one of our sales reps today stop by my office to drop off an order form for his son who sold Cutco mainly last summer, but has continued to sell around school here and there. After he RAVED about how the the experience Charlie (his son) was getting here, he talked all about what you covered in this post - specifically about adding value to others. It was as if he had read this before coming in - I couldn't help but smile and agree.
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12/14/2013 01:32:21 pm
Great to hear that Greg. You are teaching your students in ways that only the best can teach and they are better off because of it. Way to go!
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October 2020
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