Networking is a key strategy that people use to find new jobs, get advice and - particularly important for you as a businesswoman - attract more clients and increase sales. The fact that you've joined the Australian Businesswomen's Network shows that you're well aware of the opportunities that may arise when you actively grow the number of people you know.
However, do you really make the most of your networking activities? Do you feel comfortable at networking events or are you shivering when it comes to attending one since you don't know what to say or how to network successfully?
Simply following the five essential rules below will make you a sophisticated networker - and let you discover how easy it is to have clients find you instead of you finding them:
1. Networking is all about giving
It's true! You network to extend your existing contacts, with the aim of growing your business or promoting your products and services. But if that's your only focus, you won't get anything in return.
Networking is all about giving. The Australian Institute of Management defines networking as "connecting with others without the need for immediate gain and a proactive investment in the future aimed at building a relationship with another well before assistance is sought." You can only establish a relationship with people who like you. So be friendly and show genuine interest in the person you talk to. If you're too pushy and only focus on how you get help, you'll put other people off.
Always ask yourself what you can do for others. You'll be surprised how much help you'll get in return.
2. Learn how to become good at small talk
Networking involves small talk. Some people are naturally good at it. For others it represents a major challenge.
Overcoming the challenge is easy: Small talk is a skill you can learn. Keep up with current affairs so you have a topic to talk about that will break the ice. Even better, find organisations that offer courses in small talk, or work with a communication coach to improve your communication skills. A coach will show you easy techniques to start or engage in a light and easy conversation; to talk about anything with anybody - and to promote yourself and your services in a subtle, likeable way.
3. Quality versus quantity
Networking can be formally organized, for example by the Australian Businesswomen's Network, or simply happen when you play tennis or shop in your local supermarket.
If you decide to attend a networking event, the worst thing you can do is to 'work the room.' Introducing yourself to as many people as possible, overtly hunting for business cards, then abruptly ending your conversation and targeting the next 'victim' is the ultimate don't.
Such an approach has nothing to do with building a relationship of trust. People will only remember you as an unpleasant person, greedy for business.
4. Listen and be seriously curious
Nothing is more boring than someone who constantly talks without giving anyone else the chance to contribute to the conversation. Being a good listener will make you stand out. Why? Because it's a rare art. People tend to talk about themselves - especially at organised networking events, in an effort to attract attention, clients or business. By actively listening you will be remembered positively and find a connecting point for your follow up which leads to the next rule.
5. Follow up on your newly made contacts
Networking is not only about making new contacts. It's also about maintaining them. Remember? Your networking goal is to establish a relationship.
Research shows that it takes seven contacts on average before people actually consider they know a person well enough to establish a relationship. Keep in touch. Send little thank you notes, an interesting paper clipping about a topic you discussed or, of course, a referral.
Embracing these rules will take your networking and communication skills to a new level.
Claudia Raab is an internationally experienced journalist and as director of Raab & Raab Performance Consulting helps clients sound, look and feel as if public speaking and leadership is their second nature (even if it's not) by improving communication and leadership skills.
Claudia holds an MA in Communications, is a NLP Practitioner, Certified Hypnotherapist and member of the Australian Institute of Management. Visit www.raabconsulting.com for seminars and coaching.
