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NETWORKING SKILLS :
If the results of your networking is a 2 ½ inch stack of business cards with a broken rubber band stuffed into your front right desk drawer and no business then maybe its time to rethink your networking efforts. Stop counting the people you meet, and let’s figure out how to meet the people that count.
In today’s challenging business environment, where there is competition from those who think they can succeed merely by pricing their products cheaper than the competition, where our businesses seem to have become a mere commodity we need to find a way to survive. Networking is an essential activity to maintain your business' viability. Networking helps to keep the business you have and attract new business opportunities; it provides a way of proving value to your clients, customers and contacts. Stop selling and start networking!
Networking is the art of making and utilizing contacts. The goal of networking is to develop a circle of influence; a pool of people and information, so that you can decrease customer attrition, and most importantly, leave your competition wondering how you won a job they never knew was available.
Many business people don't network properly because they get overwhelmed by the process and think it’s about shoving your business card in someone's pockets and boasting about what you do or perceive that the winner is the one who collects the most business cards. In fact, networking is actually about getting to know people whom you can help and who can help you ten times back.
Most business people don't know how to make networking an effective business opportunity and tool; business owners should approach meeting people using two goals: get to know as many people as possible, and get them to know you. We recommend the following four steps to make your networking work for you:
Give and get information
Networking is a two-way street. When you meet someone, you want to ask them about their business, if succeeded then how they did it and then tell them about yours. Start with the basics - name, company, affiliation, position, nature of business, etc. You next want to find out if you can benefit each other.
Try covering these topics: What does your company do? What types of clients do you serve? Who makes the buying decision within a firm for each of your services and/or products? What sets you apart from your competition?
Evaluate the value of the contact
Once you have the preliminary information, you need to decide if this person is worth 'meeting again and building on or really creating a relationship. Can you help them and can they help you? The answer should be "yes" to both.
To be successful at networking you must find people who are truly interested in helping others solve a problem, no strings attached. In other words, don't think of yourself as a networker but as a problem solver, and look for those same characteristics in someone you will consider adding to your personal network.
Form a strategic alliance
A network is not a collection of business cards, but of people. Take the time to understand the needs, goals and style of those in your network. If you've chosen members wisely, this should be a pleasure. And make sure that you educate them completely about what you do and whom you do it with. Give each other updates and encouragement. In effect, you become each others' sales people.
Remember that the purpose of networking is not to get your contact's business; instead, you're trying to search out business from everyone this person knows.
You should also be able to turn to those in your network for management ideas, advice, leads, even vendor recommendations. You will learn from each other and contribute to each other's growth, both in terms of profit and performance.
Maintenance
As your contact base grows; you have to re-evaluate the people of those you network with. Practice effective time management skills and prioritize your contacts. You will naturally stay connected with most those that can be most useful to you and who have made you look the best in all situations with your clients and contacts. Make them the people in your inner circle.
Be careful never to burn bridges; you never know when someone will be able to help you, or when you will be able to help them. If you feel as though someone is not useful to you right now, you still will want to check in with them now and again, because they may become important down the road. In other words, be nice to everybody because you never know where they'll show up.
There are basic truths that apply to all businesses. You can’t be all things to all customers. But to survive and prosper in this economic environment you need to prove your value. As business owners and business executives we have two full time jobs. First we must maintain the business we have and second, we must identify and create new business opportunities. Networking done properly is a tremendously powerful business tool. However, networking done improperly is a tremendous waste of time. Don’t count the people you meet---meet the people who count!
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