by Rick Baker
On Feb 11, 2008
How can business people ensure networking experiences are most productive? We can optimize networking by understanding:
- Our Own Networking Goals
- Other People’s Networking Goals
Understanding Our Own Networking Goals
As networking opportunities arise, test your goals against the situations. When your goals are incompatible with the situation, adjust your goal, then your behaviour. For example, many tout the 30-Second Elevator Commercial. Such a tactic might work at events such as trade fairs or business-after-hours sessions. However, I have yet to hear anyone confirm that the pitch actually worked in an elevator. Rather than placing emphasis on such ploys, make sure you have a kit of communication tools. From your kit, pick the right networking tool for the specific networking job.
Understanding Other People’s Networking Goals
It is best to keep it simple. That can be done two ways. We can listen to the other person. If we listen well then the other person will sooner or later make their networking motives clear. There is no point trying to sell when the other person wants to learn about your family tree. There is no point seeking family-tree details when the other person is in the middle of a sales spiel. Assess. Adjust accordingly. Another simple approach is to ask the other person questions, “What do you enjoy most at these events?” If the event is titled a networking event then ask, “What does networking mean to you?”
Closing Thoughts:
- When in doubt about networking – listen.
- If you truly care about other people – ask questions.
- If you know the person is a Connector – don’t be shy, be direct.