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NETWORKING
What is relationship networking?
Why is
relationship networking essential?
How
does networking differ from sales and marketing?
How can I sell
and network at the same time?
Why are networkers among the most successful in their fields?
Why is
networking essential to my success?
When is the right time to network?
Can an introvert learn to network?
How much time
should I devote to networking?
What can I expect from
networking?
[Top]
What is relationship
networking?
The premise of relationship networking is
"I'll help you and you help me; we'll face problems together that are
difficult to face alone." Successful networking provides a competitive
edge and creates a new type of wealth: social capital.
Companies long ago began forming relationships with customers,
suppliers and competitors. Now individuals must create and nurture
relationships to help them uncover the best opportunities, jobs and
entrepreneurial ventures. The advent of business webs places insular
companies and individuals at risk of being left behind. Amassing
social capital is becoming a prerequisite for thriving in business.
[Top] [NETWORKING]
Why is
relationship networking essential?
MRN commerce is likely to promote humans
to jobs that machines can't readily perform. The jobs of the future
could require closer connections among people based on criteria that
machines cannot measure, including trust and just plain old
personality clicks. Relationship networking helps maintain a healthy
balance between people and machines. Computers use the Internet to
interconnect. People interconnect by networking
[Top] [NETWORKING]
How
does networking differ from sales and marketing?
Sales and marketing are direct, specific
activities designed to move products and services. Networking is an
indirect, informal activity in which relationships take precedence
over strict buy-sell. Sales and marketing are for the shorter term.
Networking, on the other hand, builds social capital to last over an
entire career. The key is to blend both to achieve the goal at hand.
[Top] [NETWORKING]
How can I sell
and network at the same time?
In a successful networking relationship,
both parties are eager to help the other to achieve their goals. Each
person understands the other's business and is on the constant lookout
for ways to help the other. Referring a friend's products and services
is the quickest way to earn social capital. Part of the networking art is
extending your sphere of influence by engaging as many of your
business friends in your sales effort while also being involved in
theirs. It all comes down to reciprocity and avoidance of self-serving
attitudes.
[Top] [NETWORKING]
Why are networkers among the most successful in their fields?
In
every business there seems to be a few individuals who rise above the
rest. Sometimes their extraordinary knowledge or skills sets them
apart, but in most cases the person's edge comes from a network of
relationships within and without the organization. As a society, we
admire those with the fattest rolodexes (or PDAs) because we know
intuitively that, all things being equal, successful people win thanks
to their connections.
[Top] [NETWORKING]
Why is networking
essential to my success?
Companies are developing sales cultures,
implying that their people add "rainmaker" to their basic job
descriptions. As the trend accelerates, we'll be valued not just on
job skills, but on the strength of our personal relationship networks.
As MRN commerce takes hold, most of us will work in business webs, fluid
enterprises far different than the closed, protective business
environments we work in today. To succeed, we'll need well-honed
relationship networking skills.
[Top] [NETWORKING]
When is the right time to
network?
Many people network in reaction to a
strong need, such as finding a job, raising capital or building an
initial customer base. The tendency is to abandon networking after the
need is met. A good networker, on the other hand, networks at all
times, whether feast or famine. Networkers sustain their networking
activities throughout their careers. Their goal is to continuously
build and replenish their networks and draw on them when necessary.
[Top] [NETWORKING]
Can an introvert learn to
network?
Networkers are not sales people, nor do
they possess extraordinary people skills. On the contrary, many
successful networkers are capable, hard-working individuals with a
penchant for helping those around them and obtaining the help they
need to drive their careers. In essence, basic networking skills can
be learned and put into practice by almost anyone. Today's
communications tools provide more options for staying in touch. It's
no longer necessary to just attend lunches and speak on the phone.
[Top] [NETWORKING]
How much time
should I devote to networking?
Networking should be conducted at all
times. Everyone contacted within a given day offers an opportunity for
building social capital. If, like most people, you think of networking
as a separate activity, you should consider learning more about it to
determine how to incorporate it into your career plan.
[Top] [NETWORKING]
What can I expect from
networking?
Networking is a classic case of value
obtained from effort invested. The more people you relate to, the more
help you can expect from them taken as a whole. The key is to be in as
many networking relationships as possible, as opposed to mere casual
acquaintances.
To measure results, you must have a
well-articulated goal. The achievement of the goal depends on many
factors, including proper identification of the contacts needed to
achieve it, the size of your network, the quality of your contacts,
and the efficiency with which you contact them and they respond to
your request for help.
[Top] [NETWORKING]
CAPITAL
What
is social capital?
What is a reciprocal
relationship?
What
is a networking loop?
How is a networking loop created?
How can I remain
visible to my network?
[Top]
What
is a social capital?
Social capital refers to a stock of trustworthy relationships that people can draw upon to solve common
problems. The owner of social capital has leverage that cannot be
practically obtained in any other way. The common statement "it's who you know" is an
example of social capital. Loosely speaking, any reciprocal
relationship based on trust leads to social capital. We build our
stock it by adding new relationships to our networks and facilitating
networking loops to create value for as many network people as
possible. [Top]
[Capital]
What is a reciprocal
relationship?
Networking is founded on reciprocal
relationships based on trust. On an individual relationship level,
each person strives to help the other. Help is offered unconditionally
without expecting anything in return. Networking results, and social
capital, are derived from the network taken as a whole rather than
from a specific individual. [Top]
[Capital]
What
is a networking loop?
The notion of "keep me in the loop" is
vital to relationship networking. A loop is created when there are
more than two people involved in a networking transaction. The most
common loop is formed by referrals of people or products. For example,
when contact A refers contact B to contact C, each person in the loop
can gain social capital simply by keeping their primary contacts
informed. If B becomes C's client, C can continue to earn social
capital for years to come by simply keeping A informed of his
continuous relationship with B, and by reinforcing his appreciation
for the referral. [Top]
[Capital]
How is
a networking loop created?
Creating networking loops is an art. It is
best explained by a simple scenario including the fictional Avery, Bob
and Carol.
Bob, a sales manager, asks Avery to
introduce him to a head buyer of a large department store. Carol, a VP
of XYZ Stores, is an ideal fit. Avery has reciprocal relationships
with both and knows that helping them will add to his social capital.
Both Bob and Carol expect Avery to introduce them to people who
support their objectives, and Avery fully understand the objectives of
each.
-
Avery contacts Carol, tells her about Bob and asks her if she's
willing to be contacted by him.
-
If
Carol agrees to the introduction, Avery contacts Bob and gives him
Carol's contact information.
-
Bob
contacts Carol and then, regardless of the outcome, lets Avery know
that the contact was made. He thanks Avery for making the
introduction.
-
After being contacted by Bob, Carol, regardless of the outcome, lets
Avery know that the contact was made and thanks him for introducing
her to Bob.
-
If
Carol refuses the introduction, Avery tells Bob. Bob thanks Avery.
As a
courtesy, each person in the above loop keep each other informed of
its progress, building social capital with every contact made. As a
rule, you should always acknowledge loop participants. In today's
ultra-busy business environment, a person who takes the time to help
you demonstrates a rare quality that, when nurtured, can lead to a
healthy balance in your social capital account. Acknowledgements
should never be overlooked. [Top]
[Capital]
How can I remain
visible to my network?
A networker must overcome the natural
tendency to favor a cliques of close associates while ignoring the
rest of his or her network. This habit seriously limits the amount of
help that the network is capable of providing. The key is to remain in
the consciousness of as many people as possible. While some fellow
networkers will take the initiative to remain in touch, many will not.
As a rule of thumb, assume that if you're not proactive, you'll be
soon forgotten.
Here are nine ways of staying visible:
-
Keep track of contacts wanted by fellow
networkers and find referrals on their behalf.
-
Introduce people to one another without
being asked to do so.
-
Be on the lookout for job openings and
available candidates. Refer as often as you can.
-
Keep track of products supplied by your
network and the potential buyers. Refer whenever possible.
-
Ask contacts for advice they can give
you in a single sentence.
-
Let people know of your career progress
in a short, concise way.
-
Team up to pursue contacts..
-
Organize small networking activities,
such as lunches or discussion groups.
-
Don't forget: you can be out of sight,
but you can never be out of mind.
[Top] [Capital]
GOALS
Why do I
need a goal?
Should I care
about the goals of others?
What is a networking
objective?
What are the common
networking objectives?
What if I don't have a specific goal?
[Top]
Why do I
need a goal?
Networking requires reciprocity. People
must know how to help you. Sometimes a position makes a goal obvious.
A VP of a major lender needs qualified borrowers. Other times your
goal is less well-known. As a networker, it's a good practice to
remind people you network with as to your goals, particularly in these
times of rapid change.
If you have goals, make sure they can be
communicated quickly and clearly. Clear goals help you determine where
you want to go and the type of assistance you'll need from the
contacts in your network. A basic tenet of networking is for others to
carry your message to the people they know. The more concise your
goals, the easier for people to remember them and help them to spread
the word virally. [Top] [Goals]
Should I care about
the goals of others?
The more knowledge you have about your
network, the more effective you'll be as a networker and the greater
the opportunities for amassing social capital. Asking someone about
their goals demonstrates a high level of interest and lets you
identify other contacts that might help the person achieve his or her
cherished mission. [Top]
[Goals]
What is a networking objective?
A networking objective may be different
than a career objective. A career objective leads to a specific career
result. A networking objective is based on adding and drawing social
capital to and from your network. Networking objectives are expressed
in terms of contacts. They are the things you offer contacts, would
like to receive from them, and the ways you can help each other. [Top] [Goals]
What are the
common networking objectives?
Networking objectives fall into three
categories: the ways people could help you, the ways you could help
people, and the ways you could help each other. Each category contains
various sub-categories. For a detail discussion of each see the
Helping, Receiving and
Teaming sections of this FAQ. [Top] [Goals]
What if I don't have a
specific goal?
Perhaps everything is going well, or
you're unsure of the next phase of your life. When you don't know what
help to ask for, you can network by focusing on the goals of others.
Go into major help mode. You'll bank some social capital that will
come in handy when your goals become clearer. [Top] [Goals]
CONTACTS
Who is
an ideal contact?
What is a center of influence?
Why should
contacts be matched to a goal?
How is "six degrees of separation" put into practice?
How many contacts
do I need in my network?
[Top]
Who is
an ideal contact?
An ideal contact is someone who can help
you unlock a door that is otherwise difficult to open. Ideal contacts
are measured in terms of quality rather than quantity. If the goal is
highly targeted, the number of ideal contacts may be small, and
represent people whom you can name. For goals that require a larger
number of contacts, the ideal contact may be any individual who is a
center of influence. [Top]
[Contacts]
What is a center of influence?
A center of influence, as the name
implies, is a person whose opinion can cause others to buy your
product or service, hire you and so forth. Within an organization,
centers of influence are typically high up in the hierarchy. Outside
the organization, the title is often conferred on respected advisors,
including lawyers, accountants and consultants. Centers of influence
should not be confused with "connectors" who know lots of people
despite the fact that their opinions may not influence people to buy. [Top]
[Contacts]
Why should
contacts be matched to a goal?
Networking can consume a lot of your time.
Without results, you may be get discouraged, give up and possibly miss
reaching your goals. When a networks quits, everyone in the network
loses a valuable resource. To stay in the game, it's important to
clearly identify your goals and match them to people who can
realistically help you reach them in the shortest time possible. Ask
yourself "Whose help do I need the most?" and work within your network
to get it. [Top]
[Contacts]
How is "six degrees of separation" put into practice?
While there's no scientific evidence, we
know intuitively that everyone on the planet can be reached as long as
they have friends. Reaching a specific person can often required
working through a chain of contacts. Each relationship, or link, in
the chain must be forged with trust. B must trust A, and B must be
trusted by C. [Top]
[Contacts]
How many contacts
do I need in my network?
The most discussed question in
networking, especially in this electronic era, is "do I need quality
or quantity? Do you need lots of people to accomplish your networking
goals? Is a special few enough? Unfortunately, there is no ready
answer. Since networking is goal-oriented, a better question might be:
how responsive is my network to my needs? On an individual basis, your
relationships can be subjected to the "three Ds": duration, depth and
dependability. How long do I know the people in my network, how well
do I know them, and how much can I depend on them to make an effort to
help me. [Top]
[Contacts]
COMMUNICATING
Which form of communication works best in a networking relationship?
When is the telephone
most effective?
What are good telephone
manners?
When should voice mail be
used?
What are good voice mail
manners?
When
should email be used?
What rules
should be observed when using email?
How can email
lists be useful in networking?
When should snail mail be
used?
When should
a face-to-face meeting take place?
[Top]
Which form of communication works best in a networking relationship?
Today's variety of communication options
can easily make you wonder which ought to be used in a given
situation. Like a kid in a candy store, a networker can choose from a
growing number of instant, cheap forms of staying in touch. The
selection of the right one depends on the situation and the person
contacted, but as a rule of thumb, if your contact seems to favor a
particular mode of communication, your best bet is to follow that
flow. [Top]
[Communicating]
When is the telephone
most effective?
Besides face-to-face, the venerable
telephone rules the roost when it comes to two-way communications.
Used sparingly, the phone fills the gaps in relationships where there
is a lot of writing going on. While video conferencing is on the rise,
chances are that voice-only communications will continue as the
networker's tool of choice [Top]
[Communicating]
What are
good telephone manners?
Don't ask someone to call you unless you
know their schedule makes them hard to reach, or they are pressed for
time. Don't talk too much, listen and get to the point. People's time
is limited, so try to make each conversation a successful one. Don't
assume that the other person has good manners. Take the responsibility
for the call. Don't call too often. Never surprise a contact, or put
him or her on the spot. Once the relationship takes hold, the phone is
a wonderful medium for simply "checking in". [Top] [Communicating]
When should voice mail be used?
Voice mail is a powerful tool that is too
often ignored. While most of us use it to reach people who are away
from the phone, many callers prefer to use voice mail even when they
know a contact is available. Voice mail it very effective in cases
where the contact favors oral communications or the message is too
long to be communicated in an email. [Top] [Communicating]
What are good voice mail
manners?
A voice mail should not be a one-sided
telephone conversation. The content should be brief and to the point.
Answer voice mails as soon as you can. [Top] [Communicating]
When
should email be used?
A good way to make first contact to
determine if common interests exist. Not as sure-fire as a phone call
in determining chemistry. Suggest starting with email because it's a
more efficient means of casting a wide net to find the people you want
to network with. Move to the phone as soon as the preliminaries are
out of the way. Email works well for short communications. [Top] [Communicating]
What rules
should be observed when using email?
A good email should be written like a
letter, with a greeting, body and signature. Disconnected sentences
and phrases should be reserved for quick responses only. Respond
promptly. [Top]
[Communicating]
How can email
lists be useful in networking?
Create groups of contacts with a common
interest. As a rule, avoid cookie-cutter emails. Use mail merge to
personalize your emails. Don't abuse your electronic power. With an
email list, you can blast out thousands of messages, but you also turn
off your contacts. Remember that networking is a personal activity. [Top] [Communicating]
When should snail mail be used?
Once a victim of email, voice mail and
fax, the old-fashioned letter seems to be making a comeback in
circumstances where the contact is important. [Top] [Communicating]
When should a
face-to-face meeting take place?
Some great networking relationships take
place between people who have never met in person. As a rule, whenever
you're able to meet with a contact, it's a good idea to do
so. Networkers live all over the world. Many of them can be very
helpful, but the opportunities for getting together may be limited. [Top] [Communicating]
INTRODUCTIONS
What is the
best way to meet people?
How can I
introduce myself to other people?
When should
you request character references?
[Top]
What is the best way to meet people?
As in any community, the best way to meet
people is to be introduced to them by someone you're already in a
relationship with. Personal referrals lend an immediate sense of trust
that can otherwise take time to develop. Referrals are an effective
way of building social capital and create
networking loops. [Top]
[Introductions]
How can I introduce myself to other
people?
If you have the person's contact data,
you can reach out directly. If not, simply ask your existing contacts
until you reach someone who knows the target person and ask them to
help you. Tell them your objectives, and how you believe you can help
the person you want to meet. [Top]
[Introductions]
When should
you request character references?
If a member contacts you directly without
the benefit of a referral, it's a good idea to ask for at least one
character reference. By spending a few moments on the phone, you can
rest assured that the individual is at least known to others.
References should not contacted until you have sufficient information
about the person and you're planning to act based upon information he
or she gave you. On the other side of the coin, always be prepared to
hand out character references to anyone you approach anonymously. [Top]
[Introductions]
RELATIONSHIPS
Should you trust
someone you don't know?
How does a
networking relationship take hold?
Is there an optimum number of networking relationships I can handle?
What
can you expect from a networking relationship?
What is a best way to maintain a networking relationship?
How do you
decline a contact's request for help?
What is the best way to resolve a problem in a networking
relationship?
What can
you do if a contact is non-responsive?
What behaviors can undermine a networking relationship?
How can you end
a networking relationship?
What should you do if a contact ends your networking relationship?
[Top]
Should you trust
someone you don't know?
Business trust takes time to develop. It
grows with the number of interactions. If the person has been referred
to you, chances are that the referral source already has a trusting
relationship with your new contact. To be safe, it's a good idea to
ask the referring party about the nature of his or her relationship
with the new person.
When a "stranger" approaches you without a
referral, several questions come to mind. Is this person who she says
she is? Is she reliable? If you have any doubts simply ask for
character references, people the contact knows who can provide
feedback on them. On its face, this approach lacks social grace, but
it is a workable expedient in a fast-moving Internet environment. [Top] [Relationships]
How does a
networking relationship take hold?
Once the preliminary introductions have
been made, it's likely that the first few communications in a new
relationship will be made via email or phone, depending on distance
and the comfort level with the form of communication. The key to
advancing the relationship is to always try to the door open for
continuing the dialogue. Offer help, ask a question, ask for
assistance or advice. [Top]
[Relationships]
Is there an optimum number of networking relationships I can handle?
You can't have enough contacts. Power
networkers have thousands of people in their electronic rolodexes. The
number of people you relate to always seems to find its own level.
Today's communication tools make it possible to stay in touch with
many people. [Top]
[Relationships]
What can
you expect from a networking relationship?
Networking relationships are
business-oriented and can be viewed in a somewhat dispassionate
manner. It's not about liking someone, but about helping others
achieve their goals. The best approach is to take people at face
value, expect little from individuals and become known as a helper.
The value comes from your network taken as a whole, rather than
from any given relationship, [Top]
[Relationships]
What is a best way to maintain a networking relationship?
The best way to nurture any relationship
is to show up. Find ways to remain in your fellow networker's
consciousness without being obtrusive. The best way is to offer help
by referring people and potential customers, and by occasionally
"checking in". [Top]
[Relationships]
How do you
decline a contact's request for help?
As your networking activities pick up,
contacts could ask for help that you're unable or unwilling to
provide. If you don't intend to act promptly on the request, try not
to leave the contact dangling. Nothing depletes your social capital
account faster than non-responsiveness to a potentially valuable
contact. Tell the person point blank that you're unable to help. To
earn social capital, consider sending a follow-up email in a few days
to ask if the contact was able to get the help he or she needed. [Top] [Relationships]
What is the best way to resolve a problem in a networking
relationship?
Resolve misunderstandings as soon as they
become known. Don't assume that the other person will take the first
step. Always be honest and to the point. Before writing someone off,
and foregoing potential social capital, it's often a good practice to
air your differences or listen to other people air theirs.
Relationships are based on expectations that sometime need adjustment.
[Top] [Relationships]
What can you
do if a contact is non-responsive?
When a person fails to return your phone
call or email, it's OK to repeat the contact. He or she may have
overlooked the communication and could actually appreciate being
reminded. There are no hard and fast rules, but if after two contacts
you're still being ignored then it's safe to assume you're not
occupying a high rung on the person's relationship ladder. When you're
the recipient, take the networker's dictum to heart: never waste
social capital. If someone contacts you, take a moment to correspond,
unless the relationship is one you've consciously decided not to
pursue. [Top]
[Relationships]
What
behaviors can undermine a networking relationship?
A networking relationship can be dampened
by any objectionable behavior, from self-serving one-way attitudes to
talking to much and everything in between. Networking is about helping
and being helped. Anything that interferes with the enabling
process can quickly drive one person to avoid the other. [Top] [Relationships]
How can you end a
networking relationship?
If finality is the goal, there's no
substitute for the direct approach. Naturally, you can ignore calls
and refrain from answering emails, but many people today use email
lists that could keep you on their roster ad infinitum. The best
approach is to "just say no"
to relationships they do not wish to pursue. The way you say it is up
to you, but the message should be made very clear. [Top] [Relationships]
What should you do if a contact ends your networking relationship?
People can end networking relationships
for a variety of reasons, including career change, retirement, leave
of absence and so forth, or because they have reevaluated the
relationship and decided it doesn't work for them. Your best bet: if
the person doesn't give a reason, don't ask for one. Accept their
decision, thank them and, if you wish, leave the door wide open for
resumption at a later date. [Top]
[Relationships]
HELPING
How do
you introduce contacts to people you know?
How do you refer contacts' products or services to people you know?
How do you
help contacts find a better position?
How do
you invite a contact to join your project or organization?
How do you offer advice to a contact?
How do you buy
a contact's product or service?
[Top]
How do
you introduce contacts to people you know?
A contact may ask you to introduce him to
someone you know, or you may decide on your own that it's a good idea
for them to meet. Either way, before making the introduction, make
sure you fully understand the needs of all concerned, and how your
social capital balance can be enhanced. It's seldom a good idea to let
them contact each other directly. People who act like search engines
("tell me who you want to meet and I'll give you their email address")
risk being left out of the loop and earn little or no social capital.
Your best bet is to follow a standard networking rule: arrange the
introduction yourself. Introducing contacts creates a
networking loop. [Top] [Helping]
How do you refer contacts' products or services to people you know?
Whether you've used them firsthand or
simply trust the suppliers, it's a good feeling to spread the word
about products or services to people you come into contact with. In
relationship networking, the key is to only refer products that add to
your social capital account. A buy-sell transaction creates a
networking loop. The
objective is for buyer and seller to appreciate the referral, meaning
that the transaction must be satisfactory to both. [Top] [Helping]
How do you
help contacts find a better position?
While we all derive satisfaction from
helping a friend find a great job, from a networking perspective, it's
very important to understand the resume of the applicant and the needs
of the hiring party. While a networker doesn't need a recruiter's
depth of understanding, referring a job candidate is similar to
referring any other service. The objective is to build social capital
and create networking loops. [Top] [Helping]
How do
you invite a contact to join your project or organization?
After getting to know someone, it's quite
common to invite him or her to join your project or be hired by your
organization. Taking that step requires careful evaluation. A
networker must evaluate a contact's contribution to his network and
weigh it against the risk of things not working out. [Top] [Helping]
How do you offer
advice to a contact?
Giving advice depends on how well you know
the person. As a rule you're better off withholding advice until
you're asked for it. Many relationships are spoiled by one party's
need to pontificate or demonstrate knowledge that the other doesn't
want to hear. [Top]
[Helping]
How do you buy
a contact's product or service?
It's natural to want to buy a contact's
products, but a networker can lose social capital by buying products
that could lead to resentment in a networking relationship. Each
relationship must stand on its own, but the networker must evaluate a
contact's contribution to his network and weigh it against the risk of
something going wrong. [Top]
[Helping]
RECEIVING
How do
you ask contacts to introduce you to people they know?
How do
you ask contacts to refer your products or services to people they
know?
How do
you ask contacts to help you find a better position?
How do you ask to join a contact's project
or organization?
How do you ask contacts to offer you
advice?
What do you do when a contact doesn't buy
your product or service?
[Top]
How do
you ask contacts to introduce you to people they know?
Tell them why you want to meet the people.
Remember, contacts are looking for social capital. Determine how your
contacts earns social capital by introducing you. Making them look
good, recommend them. There's no need to mention that you intend to
reciprocate. You'll make it sound like you're "buying" a
favor. Reciprocation is natural anyway. Networkers know to get help
from their networks taken from a whole, and not to expect it from you
specifically. When introductions are make, keep in mind that a
networking loop has been created.
[Top] [Receiving]
How do
you ask contacts to refer your products or services to people they
know?
To be an effective messenger, a contact
must hold your product or service in high regard. They must understand
it well. While referral fees are sometimes involved, a good networker
is watching out for the social capital that accrues from recommending
your services, rather than the monetary gain. And, remember, you're
creating a networking loop. [Top]
[Receiving]
How do
you ask contacts to help you find a better position?
Most people will say "if you hear of any
jobs let me know". That's not the best way to use your networking
resources. Contacts must understand your needs. Have your resume. Ask
for suggestions of who they know who can help you. You're creating a
networking loop. [Top]
[Receiving]
How do you ask to join a contact's project or organization?
During the course of networking, it's common to encounter contact's
projects or organizations where you feel you're a good fit. When the
circumstance present itself, simply suggest yourself as an ideal
candidate. Don't submit a resume unless asked or you'll run the risk
of converting the relationship to an employer-applicant status. If
your overture is not accepted, don't let it affect the relationship.
The contact may be looking at the social capital implications of your
involvement. He or she may prefer to keep the relationship at arms
length, so don't take it as a rejection. [Top] [Receiving]
How do you ask
contacts to offer you advice?
As a rule, people enjoy giving advice.
Keep the request on a business level. Make it concise and to the
point, but provide sufficient facts to help the advisor form an
intelligent answer. Asking for advice can reveal information about you
that an advisor might find beneficial in building his or her social
capital. [Top]
[Receiving]
What do you do when a contact doesn't buy your product or service?
Accepted networking ethics prohibits
members from soliciting business from one another, so any request to
buy your products must come from contacts without benefit of a sales
spiel. You can overcome this to an extent by networking with people
who are willing to refer your products to others while also being in
the position to buy it themselves.
On a different level, a contact may be
affected by the social capital implications of buying your product. He
or she may prefer to keep the relationship at arms length, so don't
take a failure to buy as a rejection of the relationship itself. [Top] [Receiving]
TEAMING
How do you team up to pursue contacts of
mutual benefit?
How do you team up to participate in
networking events?
How do you team up to explore forming a
new business venture?
How do you team up to discuss topics of
mutual interest?
[Top]
How
do you team up to pursue contacts of mutual benefit?
Joining forces to meet people is one the
most rewarding aspects of networking. It requires teamwork and an
understanding of each other's goals. To start, identify the people you
both want to meet, either by classification or by specific
individuals. Then create a joint plan, including an approach and
timetable, and the contributions that each will make to the effort. If
you wish to involve more people to help in the search, consider
creating a team and managing it with any of a number of
tools
available on the web. [Top]
[Teaming]
How
do you team up to participate in networking events?
Sometimes it's more effective to join a
contact or two and participate in networking events. You can "work a
room" together and share contacts. Some prefer events. In some cases,
pressing the flesh can quickly overcome trust issues. Or even create
your own. Finds contacts in your immediate area. [Top] [Teaming]
How do you team up to explore forming a new business venture?
Many people want to start their own
businesses. Teaming with contacts who have a common interest is a
good way to learn and explore the options available. Could even lead
to forming a venture, although that expectation should be tempered
until the participants have grown to know each other well and have
identified the right opportunity. [Top] [Teaming]
How
do you team up to discuss topics of mutual interest?
Start a discussion group with one or more
contacts. Via email or in person. Begin by meeting periodically. As
the group grows, consider forming a discussion group on the web. [Top] [Teaming]
EXTENDING
Why should I
grow my relationship network?
Should I go for quality
or quantity?
What is the most effective way to add people to my network?
How can I
increase the quality of my network?
How can I educate a contact on the proper way to network?
How is
networking like multi-level marketing?
[Top]
Why should I grow
my relationship network?
The objective of a relationship network is
to get the precise help you need when you need it. The more capable
the network, the better the results. By growing your network, you are
maximizing the pool of networkers who can help you in a given
circumstance. [Top]
[Extending]
Should I go for quality or quantity?
While some people think of these as
separate concepts, experienced networkers tend to think of them
together. They believe the best approach is to get the greatest
quantity of quality contacts as possible. The more great relationships
they have, the reasoning goes, the easier it is to get the help they
need. Some networkers welcome everyone into their networks, which
often allows strangers to become good friends. Other networkers
restrict their networks to people they know personally. Your approach
should be based on your comfort level, and on the number of
relationships you can manage effectively. [Top] [Extending]
What is the most effective way to add people to my network?
On good way to add people is to tell them
your success stories and ask them to join you. You should also help
others to build their own networks. Today's networking culture makes
it easy to add people to your network because the Internet
provides many reasons for identifying people with common interests [Top] [Extending]
How can I
increase the quality of my network?
Have each person agree to adhere to the
rules. Make it your goal to meet people who are centers of influence,
typically other great networkers devoted to the art. The goal is to
build a friction-free network composed of people who understand the
rules and can cut to the chase. As many dedicated networkers as you
can will grow your network rapidly. Every power network is a lever you
can use to unlock more contacts to get the help you need [Top] [Extending]
How can I educate a contact on the proper way to network?
Relationship networking, like computer
networking. works best when standards are followed by all
participants. By understanding the principles of networking, you can
guide the people you know to an extent, but it helps when you and your
contacts are on the same page networking-wise. Ask your contacts to
join your network and direct them to these FAQs (Note:
RNIA plans to
publish a complete set of standards and body of knowledge). [Top]
[Extending]
How is
networking like multi-level marketing?
Relationship networking parallels
multi-level marketing in some respects, but the underlying driver of
networking is the growth of social rather than financial capital. The
"product" is getting the help you need to achieve your goals. The
comparison is apt because the multi-level marketer aggressively seek
to expand his sphere of influence. This trait is also present in those
who network for a living, especially top-producer sales people,
high-level corporate executives and the growing ranks of
"super-connectors" who use the Internet to grow their networks. [Top]
[Extending]
EVENTS
What kinds of networking events should I attend?
[Top]
What
kinds of networking events should I attend?
The choice depends on your specific goal.
Thousands of networking events are held every year throughout the
world, in a great many formats. A good way to decide is to identify
the kind of people you want to meet and find out where they are likely
to congregate. [Top] [Events]
PITFALLS
How do I stop
networking with a contact?
What can I do
when a contact violates ethics?
How if no one
refers me to people they know?
How can I
afford a long-distance relationship?
How do
I keep from losing track as my network grows?
[Top]
How do I stop
networking with a contact?
The ability to break up quickly and
cleanly is essential to building a networking community. As adults,
every member must know that they won't be liked by everyone and could
even be a major source of annoyance to some. If you want to stop
networking with someone, stop all interactions and, if they persist,
tell them to stop contacting you. [Top] [Pitfalls]
What can I do when a contact violates ethics?
At a pure networking level, here's nothing
that can be done. The best bet is to cease interactions with the
individual. [Top]
[Pitfalls]
What if no one
refers me to people they know?
Networkers are always motivated to make
referrals because they're an excellent way to earn social capital. If
you're unable to obtain referrals then the value you bring to the
table falls short of the expectations of the people in your network.
Perhaps your attitude is seen as self-serving. Some sales people have
trouble turning off the pitch, and end up destroying relationships
that, in the the long run, could provide an excellent source of
prospects. It's always a good to reevaluate your approach and change
it until you get the results you want. [Top]
[Pitfalls]
How can I
afford a long-distance relationship?
Part of the networker's trade is to be in
continual touch with the people he or she knows. In the Internet Age,
a contact from the opposite side of the world can help you find a job
on the opposite side of the street, so everyone can be useful in
achieving your goals, no matter where they are. Fortunately email is
nearly free, and Internet
telephony is very low cost. [Top]
[Pitfalls]
How do
I keep from losing track as my network grows?
The networker must keep track of every
contact made, networking loop and opportunity for building new social
capital. There are several ways to do this, the most attractive being
commercial online systems. Regardless of the system used, it's a good
idea to keep copies of the emails you send and receive. That will give
you an "interaction trail". [Top] [Pitfalls]
Suggestions:
Add a an Organization section.
- What is an organization relationship
network? (See "Formalizing")
- How does an
organization relationship network help
co-workers look outward?
Add FAQs related to commercial
networking systems.
Add FAQs related to posting on forums,
blogs, websites, videos and podcasts.
Add FAQs related to sales and marketing
"after effects".
What is a connector?
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