By Tom Rhoads, Training Instructor for GRCA
One of the most cherished aspects of the Greater Reading Chamber Alliance (GRCA) is the connection to the community of people, talent, resources, organizations, influential people and those who enjoy connecting with others. For each member, the sense of belonging and opportunity to enjoy facilitated access to desired connections is a huge value.
The extraordinary giftedness of many of the Chamber personnel and members to serve as ambassadors facilitating connectivity gives rise to opportunities spanning from employment, resources, mentors, advocates and so much more. One of the many GRCA initiatives to build and foster member-to-member connectivity is the Coffee & Convos breakfast speaker series. Appropriately, the kick-off series was on the topic of networking, and below are some of the “Essentials of Effective Networking” I shared during the event.
The “Way it is” About Networking
There are so many beliefs that the word “networking” triggers that unfortunately force people to believe that they can not benefit or provide value, and then their network does not grow. Here are a few examples. Many confident networkers are missing the fact that they are not effective networkers. Many introverts feel uncomfortable networking and, therefore, create their own limitations (because that is the way it is). Many have bought into the idea of elevating their image using clever self-branding and “elevator pitches” without any self-awareness of how they come across to others. For many professionals, networking comes down to collecting business cards, hoping that the “right” people show up at events and connecting through social media (e.g., LinkedIn).
GRCA members can enjoy wonderful opportunities that are created through networking. The opportunities are associated with the intentions for networking which include:
- Career exploration and development
- Talent acquisition and organizational development
- Building connections to resources of information, potential customers, supplies or expertise
- Building relationships and contributing to others and the community as a whole
For all of the intentions, there are four primary ways to increase the effectiveness of networking, the first is preparation to networking and this is the most overlooked of them. The other steps in growing networking effectiveness are in the implementation, the follow-up and the learning.
Networking is Both Science and Art
There are aspects of networking that tend to follow a scientific method. It is reasonable to expect that the number of people you speak to corresponds to the results you create. This is the most obvious transactional and rational aspect of networking. The science of networking would also follow cause and effect patterns such that the more we prepare and practice anything, the more competent we become, and confidence follows competence.
The art of networking can also be practiced, mastered and used to create great impact. It is in the art of enrolling others and being enrolled in others, the power of empathy, compassion, authenticity and commitment to be in service to others. While both science and art apply, the greater power in effective networking is in the art and one’s way of being or presence. The “art” of networking unlocks the “magic” and serendipity of the six degrees of separation (i.e., everyone is connected to everyone through six people we already know). The most impactful people in networking are those that find appreciation, gratitude and wonder in relationships, and therefore tend to know people and enjoy sharing connectivity. Connectivity and relatedness is independent of title, status, psychological preference or affiliation. And, it feels so awesome to be in the presence of a connector, a matchmaker, or someone who offers warm referrals on your behalf.
Preparation for Networking
The most important aspect of preparation is to prepare our inner world. Sounds like a soft skill and yet, this is the difficult skill. The quality of one’s inner world (e.g., moods, mindsets, presence) is the single most impactful aspect of anyone’s networking experience and results. For example, if someone is multitasking, easily distracted, lacks sincerity or authenticity, they are self-sabotaging and self-limiting. The preparation for someone in career exploration would have much in common with someone who is interested in building referrals for their business.
Preparation would include research and a mindful plan for networking events, or for preparing for an intentional networking campaign (which is independent of events). Preparation may also include having plan, note cards, business cards, a name tag, and planned questions and talking points prepared consistent with their intention for networking.
Implementation
Significant and sustainable progress in networking depends on how networking is implemented, following a plan, setting intentions for networking and utilizing a structure to support the intentions of networking. If the intention of networking is simply to be a resource to others and enjoy the company of others, the structure would include note cards to write down offers of assistance you give to others, commitments made or to remember a key detail from a conversation. For someone in business development or career exploration, structure would include putting information into a file, a calendar or a to-do list for follow-up. A key to implementation is the discipline, the effort and the consistency of networking.
Follow-up
Without follow-up, the full potential of creating impact and value and enjoying extraordinary networking results will not be realized. Follow-up includes following through on commitments made to yourself and other; sending thank you notes or other communication with those people you had meaningful interactions. It may be providing warm-referrals or utilizing a warm referral to make a new connection.
Learning
In each networking conversation there is an opportunity to learn, and capturing and applying that learning is a key to sustaining growth. On the surface, we learn about our community, about resources, methods, other key contacts, etc. And, on another level, there is the opportunity to learn about our self. This follows the analogy author Mike Gerber (E-myth)who introduced the imperative of “working on the business, not just in the business.” Learning about our self, through feedback offered or solicited, through the comparison of our intentions for networking and results of networking, listening with integrity to others and to our own thoughts and interpretations will never occur unless there is an intention to learn. In the Essentials programs offered through GRCA, participants learn that being accountable is primarily about learning (not blaming, rationalizing, judging, or justifying) and taking ownership of our experience and all of our results. Prioritizing the time and means for getting clear, complete and contemplating our networking results is essential for achieving one’s potential an effective networker, contributor and receiving of the intention we set out to accomplish.