As Barbra Streisand
sings, "People….people who need people…are the luckiest
people..."
If you found yourself
suddenly out of work, faced with empty days and the challenge of finding a
new job, what would you do? Who could you call? In short, do you have a
professional network of contacts ready to help?
WHY
DO YOU NEED A NETWORK NOW?
If you think you are not
in jeopardy of losing your job, think again. According to a recent survey
by outplacement firm Lee Hecht Harrison, 50% of professionals laid off in
recent months were caught unaware by the shocking news.
In these times of
economic uncertainty and corporate scandal, virtually every worker needs a
solid core of professional sources to tap in the event of sudden
unemployment.
WHAT
IS NETWORKING? (AND WHAT GIVES IT A BAD NAME?)
"Networking" is
not a dirty word. However it has developed a bad reputation due to misuse
by unskilled, insincere and needy people. We've all been in situations
where someone who is "networking" is clearly desperate for our
money, business, patronage, referrals or input. It makes us uncomfortable.
In spite of this, at
least 60% of all new jobs are uncovered through people power—networking
at its best. Indeed, that is the definition: casting a wide web or
"net" and "working" it to the benefit of all members.
True and successful
networking is all about relationship building. Your network of contacts
can be an effective sales force and referral base for you…as long as you
build sincere relationships.
PRINCIPLES
OF SUCCESSFUL PROFESSIONAL NETWORKING
Luckily, you can learn to
become an outstanding networker, and grow your own safety net. Follow the
4 Golden Rules for Networking:
1) "Givers
gain." Help people, and they in turn will want to help
you. Focus on others and look for opportunities to help them without
worrying what is in it for you.
2) Don't
confuse "great" networking with "effective"
networking. Everyone knows a "great" networker—they
seem to know everyone! However, knowing people and being effective in
helping others build their business are not the same thing. Effective
networkers deliver business results.
3) Be
sincere. Nothing is worse than a person who offers help in
order to get something in return. People can sense when they are being
used. This is why it is easier to build a network before you need one;
then you really can be genuine in your willingness to help others without
needing anything in return right away.
4) Commit
to spending the energy. Networks do not suddenly appear.
Because they are built on relationships and shared experiences, they need
attention, time and nurturing to blossom.
STEPS TO CREATE YOUR NETWORK NOW!
1) Evaluate
the strength of your current network. List your contacts: all
the people you know. Start with personal contacts: neighbors, friends,
schoolmates, relatives. Don't forget people like your doctor, dentist,
lawyer, hairdresser and dry cleaner. They know everyone! Then list your
professional contacts: current and former colleagues, subordinates,
vendors and clients.
2) Ask
yourself, "If I were laid off today, who could I call?" Develop a strategy and set some goals about who should be in your network.
3) Get
involved. Mine your interests, whether you love jazz, running
5K races, homeless pets, or working in a soup kitchen. You'll meet
like-minded people and build relationships based on common values and
interests.
4) Look
for events and organizations in your current or desired field. Have you joined the relevant associations? Often you have chances to meet
others, get information on the field, obtain a directory of members,
attend conventions and local meetings, and receive professional
publications and mailings.
5) Remember
the important events in others' lives. Send birthday cards or
emails, clip and mail relevant articles, or send a holiday greeting with
best wishes. Become the one who stays in touch with those who have
impacted your life. Surprise someone you have lost touch with by dropping
them a note.
6) Learn
to converse comfortably. Good conversationalists know the
secret is in asking questions and getting people to open up. This often
leads to points of commonality and interesting discussions. Study Katie
Couric and Oprah Winfrey and watch them guide conversations by asking
questions and putting people at ease.
7) Look
for chances to refer others to people in your professional network. When you link together people who can help one another, you help both
parties plus yourself.
8) Build
your 60 second commercial about your future professional direction. It might be something like, "Right now I am in real estate, but my
real dream is to someday own a restaurant." Share your goals, dreams
and challenges with people you meet—you might be surprised at the
response.
9) Write
thank you notes. Become a great thanker. Everyone loves a
thank you note, yet most people don't bother to write them. Look for
reasons to thank people, and send off a quick handwritten note.
By Gail Frank,
CallFranklySpeaking
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