Do you have an idea or a dream but wonder how to get from where you are now to where you want to be? Do you wonder "how have other people done it?" Talking about your ideas with others like (or sometimes unlike) you can help you make things happen.
Networking is the best and most cost-effective way to turn your ideas into reality. However, networking is an art. It can be done badly or it can be done well. At its worst, networking involves standing around and making awkward small talk. At its best it can be inspiring, fun and useful.
It’s important to remember that the main purpose of networking is to attract opportunities. Rather than spending time, money and effort chasing opportunities, you want to get into the position where people offer you interesting opportunities. There are three ways to do this:
1) Raise your profile
2) Create goodwill
3) Keep in touch
There are all kinds of ways to raise your profile - the simplest way is to go along to more events or speak at events. Write articles or a regular column, or a blog. Get in touch with people you want to get to know and ask if you can pick their brains about a particular topic over a coffee. Keep doing these things and you will start to get known. The important thing is that raising your profile needs to go hand in hand with creating goodwill. It’s no good getting well known if nobody likes you!
To create goodwill, get into the habit of sharing useful information. When you read an article that you've enjoyed, don't keep it to yourself. Think about whom else would find it interesting and send the link in an email - do it straight away - it only takes 20 seconds. Keep your eyes open for gems, nuggets, intelligence and share it with people you've met. Let people know about interesting events and invite them along as your guest.
Be a connector. Make introductions between people who you think would benefit from knowing each other. Again - just a simple email to broker the introduction - then leave them to it. Obviously make sure it's always a relevant article, invite or introduction. People will really appreciate the thought you've put in and remember you for it. You will become known as a helpful, generous, connected person who passes on useful information - people will always be delighted to hear from you.
Generating goodwill also gives you a great reason to keep in touch with people. Sending people an email to say 'good to meet you, let's keep in touch' is a waste - it just clogs up the in-box. However, an email with a useful article, contact or web-link attached is a much better way to maintain contact or re-establish contact with people you have met in the past. There are lots of quirky, light touch ways to keep in touch too. I heard of one company that sent each of their clients a lottery ticket when the jackpot reached RM1million. This certainly made them stand out from the crowd.
The best way to keep in touch with lots of people is to set up your own networking group. This can be a simple, informal get together in a bar or café - invite a mixture of people you have met so they can network with each other. Alternatively, it could be a small peer group of four or five of your strongest contacts who meet up regularly for coffee to support each other.
The key point to understand is that 80% of opportunities come from people you already know. Every person you meet has a network of people you can tap into. If you want your idea to spread, you’ve got to communicate it in a way that is simple, distinct and easy to understand. But you’ve also got to realize that when you talk to someone, you’re not just talking to the end listener.
They could be a powerful advocate for your idea by telling other people they know. You want to get into a situation where your ears are burning because other people are talking about your idea even when you’re not there. In order for people to become advocates, they need to ‘get’ your idea enough and like you enough to spread the word on and on and on, increasing the likelihood that your idea reaches the ears of someone who can help.
If you follow the three key principles and raise your profile, generate good will and keep in touch, opportunities will be beating a path to your door!...
