Networking might appear to many as a topic that has little – if anything – to do with training, learning and career development. If there is any link then networking may well be deemed to sit on the periphery of training.
However, effective networking is a key skill and one that’s absolutely vital to business growth across all sectors. Placing emphasis on developing this transferable skill is therefore extremely important. Furthermore, and contrary to what you might think, training can help here.
We’ve all heard the old adage: “It’s not what you know, it’s who you know”. While we would argue that what you know is very important, there will always be an advantage to building connections with people that help maximise your chances of success.
Networking offers the opportunity to tap into other peoples’ knowledge and experience. This can be invaluable as you build your own knowledge base. It can also be a useful tool for developing a business portfolio as the people you network with become clients and/or put you in touch with potential clients.
Effective networking can also ensure you find out about job vacancies as soon as they become available, in turn offering you the maximum amount of time to prepare and submit your application.
Barriers to effective networking
Many people find the idea of networking somewhat unsettling. This isn’t surprising if you think networking can feel insincere or even selfish, especially if people began their encounter with you by asking for a favour. This point of view is an unfortunate consequence of bad networking experiences characterised by pushiness, neediness and/or self-serving behaviour.
It must be said this is in stark contrast to what networking is really all about. Networking should be a mutually beneficial exercise, or at least leave both parties feeling like they have had a friendly and genuine networking experience.
Contrary to popular belief, the real goal of networking should be to help other people. It’s beneficial if people help you out as well, of course, but networking is a two-way street and you should focus on understanding their needs and how you can help them before approaching them to help you.
Networking: where do you start?
Getting started with networking is not as difficult as you might think. Here are some useful tips to help you take the first steps:
- Get into the right mindset
It’s important to bear in mind that networking is all about being genuine. Relationships should be built on trust. Focus on how you can help others rather than how they can help you.
- Don’t leave networking to chance
Take some time and define what you are looking for in your network. Every now and again you’ll stumble across someone amazing by accident, but this is rare so it’s important to proactively think about who you want to connect with.
- Go beyond your industry
Grow your network outside of your sector. This will make you more valuable to people that are in your immediate industry. With a broad network you can be the person who connects people from different sectors.
- Don’t dismiss anyone as irrelevant
You never know who they might know or if you will come across them later when they are in a more powerful position.
- Get out and about
Attend events such as conferences, exhibitions and trade shows. Make an effort to connect with as many organisations and people as possible that spark your interest. If possible, volunteer as a speaker as this will encourage people to approach you.
- Be brave and go it alone
Often, people go to events en masse. This makes it easy to just stay with who you know. Be brave and go it alone as this will force you to speak to people. Remember informal situations still offer opportunities for networking (eg sitting next to someone you don’t know at lunch could put you in touch with a key contact).
- Join a professional membership body
This will help you to find out about relevant events, meet other people in your sector and gain easy access to sector-specific information.
- Hold volunteer positions in organisations
This is a great way to stay visible and give back to groups that have helped you.
- Engage in social media
Set up a LinkedIn, Facebook and/or Twitter account. Use these to promote your experience and to keep people abreast of what you are doing.
- Write articles for the trade press and/or start a blog
This will increase awareness of you and what you do.
Best ways in which to communicate
Identifying where to meet like-minded people is only one part of the jigsaw. It’s also important to establish how you will communicate with people.
Here are a few tips to bear in mind in networking conversations:
- First and foremost, smile!
- Listen: This is very important as it helps you to understand the person you are talking to. Also, people appreciate it when you remember things about them when you next meet. Don’t underestimate the value of knowing how they have their coffee and/or pronouncing their name correctly.
- Ask open-ended questions: Ask who, what, where, when and how as opposed to questions that can be answered with a simple Yes or No. This form of questioning opens up the discussion and shows listeners that you are interested in them.
- Have business cards at the ready at all times.
- Develop the habit of introducing people: Connecting like-minded people is a powerful tool to enhance your network. If you’re apprehensive about connecting two people, ask one of them if they want to be connected. “I know another person that’s doing Y. Would you like for me to introduce you sometime?” Even if they aren’t interested, they will appreciate the offer.
- Don’t take ‘No’ personally: Remember everyone is busy and if you try to connect when they are having a hectic day it’s likely you’ll get a ‘No’ as this is the easy option.
What to do in the wake of a networking meeting/event
- Follow up!
Express that you enjoyed meeting them and ask if you can get together and share ideas. Where people have given you contact information it’s important to follow up promptly as your actions are a reflection on the person who passed details on.
- Don’t expect anything
The fact that you proactively make contact with someone does not put them in your debt. There is no mandatory requirement for people to “pay you back” for help you provide. It is much more productive to focus on building relationships based on trust and respect as this will encourage people to work with you when an appropriate opportunity arises.
- Remember e-mail is easy to send but also easy to ignore
If you really want to meet someone then don’t be afraid to pick up the phone, propose a video chat or arrange a face-to-face meeting.
- Nurture your current network
Most people think of networking as reaching out to new people, but don’t forget about the network that you already have.
- It’s OK to be persistent
It’s important not to pester people, but if you don’t get a response after a few weeks there is nothing wrong with being persistent. Often people will have meant to get back to you but have been busy and a follow-up will prompt them.
Use your network if you need something!
Don’t be afraid to use your network if you need something. However, care should be taken when approaching contacts – after all, you are asking for a favour!:
Most importantly, if you are requesting information be clear about what you want to know and why. You are asking someone to do you a favour so make it easy for them to help you.
Use existing contacts to see if you can be introduced to your key person. Remember people are busy so don’t expect them to have time to talk to you immediately. You may need to make an appointment.
Quantify how much time you’re going to take. This not only shows that you respect their time, it also gives you the option of speaking with them later if they are too busy just now.
Make contact via e-mail prior to calling. This will give them a frame of reference when you call. Make the first e-mail short and to the point so the recipient can read it and make a judgement quickly. Remember you want to make it easy for them to help you.
How can training help?
There are several ways that training can help. Training (any kind of training) puts you in a room with like-minded people and so you can build your personal network while on your course.
Training can also teach you how to develop your networking skills. Not only can it provide tips for networking but also the opportunity to practice some these skills through role play exercises and the like .
Networking is a key skill but you do not have to be a master networker to get started. Anyone can begin to build networks though being in the right places at the right times and being polite and friendly to everyone they meet.
Take the time to listen to people and promote what you can do for them and you’ll soon find your network growing.
Ken Livingstone (managing director) and Amy Burrell (training consultant) are with Perpetuity Training
Further information about… Perpetuity Training
Perpetuity Training offers a range of short courses, including Level 4 professional awards in Managing Security Surveys and Security Management.
All of the company’s short courses can be adapted to meet the needs of individual businesses. Bespoke training services are also available.
Perpetuity Training is proud to be associated with The Security Institute and to be the provider of the Institute’s two membership qualifications: the Certificate in Security Management (Level 3 Advanced Certificate) and the Diploma in Security Management (Level 5 Professional Diploma).
For more details telephone 0116-222 5550 or e-mail: training@perpetuitygroup.com