Today I went to a training Toastmasters International, Founder’s District, for its incoming leaders. I am very privileged to be the President-elect for the next term of one of the Toastmaster clubs here in Garden Grove. The last workshop of the day was ”Networking in 2011 and beyond. “ This is not about computers and networks, it was about people networking people which is something that need to get back to.
Networking today is not about just handing out business cards promoting yourself and your products, or just going to the Mega-network events. It is about building relationships, forming a support group, and creating a list of advisors. So you may ask yourself, why is this important? It is important because in today's world you don't have to know everything as long as you know the people who do. And these are the people in your network.
The relationship is different now as well. When networking began it was let me sell my product and let me tell you what I do. Today's networking is different, it is a relationship. It is a personal interaction, and it is helping the other person. To be a good networking star in today's world you have to listen more than you talk. You have to be a story trader rather than a storyteller. Use “Really!? Tell me more…” To get the most from the people you are networking with. I'm not sure who the quote is from but it is, “The more you talk... The more you sound like everyone else!”
People accurately perceive extroversion after being exposed to a face for only 50 milliseconds. The Journal of Research in Personality states, “Extroversion was related to cues that had a positive effect on popularity; fashionable appearance; speedy, energetic and self-assured body movements; friendly facial expressions, cheerfulness, strong voice; and original self-introductions.”
At a networking event look for reasons to exchange business cards rather than just automatically exchanging them. Be alert for ways to move the relationship from the networking event to the future. This is where good listening skills come in and you can see on what a person says and then exchange the business card. Get the people to like you first then the sales will come later.
After you do make a connection with someone at a networking event make sure you follow up follow-up soon to connect using social media sites such as Facebook, LinkedIn, and Twitter. Or you can always pick up the phone and say, “Hello.” If you say that you're going to call someone back, call them back. What you don't want to do at a networking event is go with a friend. If you go with only one friend you will end up hanging out with that friend the whole night and not really do anything networking. Don't monopolize the conversation, remember people like to hear themselves talk. So let them talk you listen. Don't go there to sell. Once you create the relationship the sales will come. And don't be a business card dispensing machine.
When you go to the networking events as you walk in the door say to yourself something positive. Walk in and have a good attitude when you enter that room. Be prepared, read the Wall Street Journal and Time magazine or the local newspaper and know what the headlines were for the past two or three days. This will help you to have a conversation bits and pieces to use while networking.
One final thought the instructor gave us as we were leaving is, “The law of probability insurers that some more new people you know, the more opportunities will come your way and no more help you'll get at critical junctures in your career.”
Give something of yourself to people every day… Smile and watch the magic happen.
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