Clare Dignall - Successful Networking in 7 simple steps

Try to make as many new contacts as you possibly can.

Get what you want out of every meeting.

Let your networking take its own natural course.

Network as soon as you can: sort out business detail later.

Networking. Everyone talks about it. But what on earth is networking anyway? Simply put, networking is the process of meeting new people, and maintaining valuable contact with these people, to the benefit of both you and them. It’s not a special business skill, it’s a human and social aptitude that we all have. But one of the most important things that can shape your networking, is knowing what you want out of it. Take a minute to consider the following:

Am I networking in order to change career?

Do I want to start networking after a career break?

Am I networking in order to grow my own business?

Am I networking to grow the client base of the company I work for?

If you want to change career, for example, you should be attempting to ‘break out’ of your existing network to source new contacts. Conversely, if you’re growing your own business, you may want to network in a focused way within one specific target market. Whatever your approach, remember this – networking presents opportunities in unexpected places, so never be closed to a serendipitous meeting, even if it is not in your ‘game plan’.

You may be thinking ‘How can I network if I don’t even have a network?’ Well the good news is, you do, and it probably looks something like this:

Your family: a reliable source of support, information and local knowledge.

Your friends: people you rely on for support and ideas.

Your work or study colleagues, past or present: people who know your work skills can give insights into other roles that might suit you, and possibly new vacancies.

Your acquaintances: people you meet day-to-day – your barber, mechanic, neighbour etc.

Surprisingly, it’s the people you know least that could be most useful to you. Known as ‘weak ties’, these people are at the edges of your social network, so know a different set of people who may present fresh opportunities. The trick in successful networking is to invest time in these weak ties to ensure that, should an opportunity arise, it is your name that they think of first.

So, you already have a personal network in place. As yet, it may be untapped. To breathe new life into this existing network, you need do little more than set aside some time and adopt a new way of thinking. All of us are guilty to some extent of dismissing the people we know ‘Oh that’s Mike, I worked with him in IT, bit of a web geek’ and leaving them languishing in the little stereotypes we’ve dumped them in. If you’re serious about networking it’s time to look at everyone you know with fresh eyes. What are their skills you don’t you know about? What are their hobbies? What are their aspirations? Who do they work with? What do they believe are your best talents? Spend time with friends, family and colleagues you’ve not seen lately. Make an effort not to hog conversation or go over old topics. Treat them as if you’ve just met. Listen (you’ll find insights into how to do this in Step 4). You’ll be amazed at what you will unearth.

Similarly, when you’re getting a haircut or doing the school run, don’t ignore everyone because you think the people you meet at these times are not ‘important’. Engage them in conversation, allow them to talk. Listen. Hey presto – you’re networking. Networking is a way of life; it affects and underlines the value of our interactions with all human beings – you can’t just save it for the moments labelled ‘Networking Event’.

When you are building an effective and supportive network it is important to know exactly who you can rely on in a tight spot. We have all heard the old saying ‘blood is thicker than water’ and many of us assume that our strongest ties are those that are related to us through blood or marriage. But in the world of business, it is often safest to assume nothing. It can be enlightening, at regular periods, to ask yourself the following questions:

Am I happy with who is closest to me?

When we talk about the people that are ‘closest’ to us, we usually include family and long-standing friends in that list. They are the people who have known us the longest, we spend most time with, and in most instances, have partially ‘created’ the person that we are now through long years of parenting, peer interaction, schooling and socializing. We unquestioningly assume they are on our side. But are they? Time to ask yourself a tough question: ‘Am I still happy with how much my family and friends influence me?’ Perhaps you seek the approval of parents or friends a little too much? Are your peers suspicious of success? Are you staying in a job you don’t want because you feel that’s what’s expected of you? If your aim to is to change the way your life looks, you may have to work out whether there are any people, very close to you, that are limiting you.

Who would I turn to in a crisis?

It’s likely that asking yourself the first question will have revealed some unsettling home truths. By asking just one more tough question, you will find out who your real friends are. Imagine yourself in an awful situation. You’ve lost your job, your business is failing, or you’re going through a gruelling period of stress at work. Who, in reality, would you turn to? Without analysing too much, quickly write down a list of the people you would turn to first for advice and help. You may be surprised by what you see. If some of the entries on that list are people that you would never have counted as strong ties – are not family, and whom you see rarely, it may be time to sort that out. These people are clearly important to you on many levels: make it a priority to invest some time in them now. If you ever are to be faced with that worst-case scenario, you want them wholly on your side.

By asking two simple questions, you are likely to have a much clearer idea about who you want ‘on your team’. Some people are just plain good for us – they are supportive, trustworthy, positive and inspiring – in their company we aspire to greater things. Some people are not so good for us and can seriously limit what we can achieve. The trick is identifying who is who, and we’ll find out more later.

A big reason for many people beginning to network seriously is that they want ‘change’. Well, you can start the process of change, and build your confidence too, just from the people you already know.

One very simple way to give your network’s breadth an immediate boost is to hold your own event. Make it an ‘open house’ and ask your friends to bring a few of their friends. This is a simple way to stretch the edges of your network and open pathways to new ones. Be attentive to the new faces amongst your guests – they will remember a good listener and may end up being valuable contacts or friends.

Ever noticed that you always look better in photos taken with your best friends? It doesn’t apply to just our looks; people that are ‘good’ for us bring out the best in us – our best work, ideas and attitude. If you want positive change, start spending most time with the people in your network that make you feel good. This simple tactic can have a positive effect on your outlook and self-confidence.