Networking requires you to build relationships. You need to listen to the people in your network, offer value, and build trust. As you master the basic principles of networking, you will begin to see your network develop.
Relationships
Networking requires building true relationships. Like any other relationship, networking requires time and energy. If you are not willing to put the effort into building new relationships, there is not point in networking. We will delve deeper into relationship building later, but here are some common sense methods to building relationships.
- Communicate with your contacts – Communication is necessary for any relationship.
- Avoid constantly asking for help – While your contacts are resources, being needy is very off-putting.
- Personalize conversation – Get to know your contacts and take interest in their lives.
Listen
It is easy to underestimate the importance of listening when networking. While networking requires selling yourself, it is more than a sales pitch. You need to listen in order to build relationships and network effectively. Do not just allow the other person to talk, actively listening will ensure that you truly understand what the other person is saying.
Tips for Listening:
- Keep eye contact.
- Avoid fidgeting or checking your phone.
- Ask pertinent questions, but do not interrupt
- Pay attention.
- Rephrase what is said.
Offer Value
As we have already stated, networking is a two-way street. You cannot simply expect your contacts to support you and share their knowledge if there is no value in it for them. You must show new contacts that you are an asset. Offering value requires you to understand your networks.
How to Offer Value:
- Identify the needs of others.
- Determine how your expertise meets these needs.
- Offer to help.
Do not over complicate offering value. It can be something as simple as helping a coworker install a new program or sharing notes from a missed meeting.
Build Trust
Trust is needed for every functional relationship, and networking is no different. Your contacts need to feel that you can be trusted. Building trust with new people takes time, but it is not that difficult to accomplish if you pay attention to your behavior.
Steps to Building Trust:
- Be honest – Trust is easier to build when people are honest.
- Act with consistency – Be a mindful employee every day, not just when the boss is around.
- Be helpful – Do not be seen as a self-serving coworker who is willing to do anything to succeed.
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