By Wendy Buckingham

It’s in these supposedly threatening economic times that networking can really come into its own as a tool for success.  Being seen and heard and making valuable connections will give you the edge over your less visible competitors. 

 

Tempting, as it may be to dump networking in your cost cutting efforts, it is not good sense for either staff morale or business.

 

Kim McGuinness, founder of Network Central and co-author of Network or Perish, believes forward thinking companies in today’s volatile economic climate realise that they must look after their staff and attract new business.

 

“So when many businesses are pulling back from staff spending, those who realise the value of their people and continue to motivate and support them will be the clear winners.

 

McGuinness says it is more important than ever to establish your networks and create quality connections.”

 

“Being a master networker is about building authentic relationships and to do that you must put yourself in places where you are going to meet people with whom you could do business”, she says.

 

“Regardless of the modern age of email contact, people still choose to do business with those they like and have an affinity with”.

 

Network Central holds breakfasts and lunches mainly for women leading teams – either in the corporate world of management or within their own businesses.  www.networkcentral.com.au

 

McGuinness recently conducted a survey and found that many women found it difficult to make new contacts and often ended up only talking to the person next to them.

 

To correct this she now appoints an experienced networker as a mentor to each table.  The networking mentor’s job is to facilitate inclusive conversations and make sure everybody at the table gets to share what they do and what they may need along with an injection of personality to kick start the relationship.  After all, McGuinness believes the person is of importance and a joy to get to know.  Business comes later through an enjoyable and organic process.

 

Networking tips from McGuinness include:

 

 

• The key to building successful business networks is to be authentic.  Always follow up any promises you make to someone you meet at the networking function.  If you say you are going to send something, or put the person in contact with someone – do it.

 

• Take the time to arrive at the event calm, organised and focused.  Your energy will carry an enormous amount of weight when meeting people.  Turn your phone off and be fully present.  This goes for any business or social interaction – look people in the eye and really listen to what they have to say.

 

• Just because a person you meet might not have a direct need for your services don’t disregard them as unimportant contacts. You never know who they know.

 

• Be memorable but not annoying!   For example, it’s great to follow up people and referrals with a thank you card, but skip those sparkles that spill all over the desk and need cleaning up! Be memorable for the right reasons.

 

• Utilise social networking tools such as LinkedIn, twitter or facebook to back up the connections made at events.  Ask people how they like to communicate – don’t assume everyone is the same as you.  If they prefer email or a phone call then contact them via these methods. Write this information down in your address book, card file or database and adhere to it when contacting that person.  They will thank you for it.

 

• Finally, know why you are networking in the first place!  Define your goals and be clear on your reasons for being at a particular event.  Amazingly you attract what you put out so make sure you are putting out the right message.