THE POWER OF NETWORKING

We can write as many emails and letters as we like but at the end of the day there is no substitute for face to face communication. In our high-speed world we need to optimise the time we have available to communicate directly with each other.

The many forms of written communication are ideal for getting across things like facts, figures and abstract ideas. What we can’t do through them though is impart our feelings and the subtleties of our verbal and non-verbal messages. Never is this truer than in the area of networking and why we need to be as well prepared as we can. Here are the best of the tips I have picked up over the years:

• Networking is about building long term relationships, not about going for a quick sale
• Be genuinely interested in the other person
• Talk to everyone, whatever you think they can or cannot do for you
• Busy people are never too busy to help others
• Keep on circulating and then circulate again
• Think of the other person in terms of what you can do for them, rather than what they can do for you
• Ask open ended questions ( how , what ,why, where, when )
• Listen more than you speak on a ratio of 5:1
• Prepare yourself with relevant questions – the more you do, the easier networking becomes
• Think about who you can introduce to whom – then act
• Introduce people to each other even if you have only just met them
• Always ask for the other person’s card before offering your own
• Always feed back when someone has made a useful introduction for you
• Nurture your network constantly

Did you know that a (network) referral generates 80% more results than a cold call – and is so much better for our soul ?
Did you know that around 70% of all professional work is found through networking?
Did you know that anyone you really want to meet is only five people away from you?

For these reasons alone it’s worth developing the most powerful network we can.

Nigel Cutts  Founder : Love at Work Foundation