It's all about YOU not ME! The art of networking

I was inspired to write this blog after attending an AMCHAM networking night this week, where I serve on the Membership Committee. I spend a lot of time in building relationships and over the years it’s rare for me to attend any event without knowing at least a couple of people. On this particular night, I once again bumped into someone else who works on building relationships, Anthony Grace, who is known in Sydney for helping people acquire a Mercedes Benz. Like me, Anthony has learnt the art of listening, engaging and thinking about how he can help you, not the other way around. He offers free advice, he will refer you if he trusts you and believes you will deliver and doesn’t expect anything in return. This is the art of good networking.

When I first found myself in the wonderful world of selling I believed networking was ‘working the room’ and handing my card out to everyone. I always look back and chuckle about this now, as I learnt very quickly this does not make a good networker, quite the opposite actually. These days I prefer to have someone give me their card, rather than me hand mine out, this way I know and trust myself to follow up with them. That’s the start of building a good business relationship.

Here are my other tips on networking and building relationships.

Helping Others

With everyone I meet at a networking event, I am always thinking, who can I connect them with? (providing they are worth recommending of course)! Let’s face it, we network to do business. Everyone knows that people do business with those they like, respect and trust. If you take the time to connect people you respect and trust with others, you will be remembered. When these people meet others that need your services, they will most likely recommend you. I know this works for a fact, and I have people contact me years after we have met.

Be an Active Listener

Needless to say, when you are engaged in conversation with someone, and you think they might not be useful to you, remember the golden rule – who do they know! Everybody has connections and I am always astounded of who knows who in Sydney, and around the world. My point here is, give the person you are with your 100% undivided attention, listen to what they have to say and don’t ever assume you can’t do business, like I said, you never know who they know! The worst thing you can be doing is eyeing the room to see who you may think is more interesting.

Business Cards

When I exchange cards I write a little note on the back of the card of what we talked about etc. I won my most loyal client by remembering something she did for a hobby and bringing it up in a conversation a year later. When I exchange a card I mention to the person I am speaking with that I will follow up with an email or invite to coffee if I think we may be able to help each other. Assuming the other person will follow you up just isn’t good enough and it could cost you business.

Be Friendly and Happy

For me every person I meet could be a potential candidate or client or a referral. My personality is naturally outgoing and friendly so I find it quite easy to network, however many people attend networking events and they see it as a terrible chore. If you are a shy person attending a network event remember that it is a ‘network event’ people want to meet you. Just be friendly, listen and take interest in other people, you will soon become a wiz at networking. If you are attending on your own, it is most likely somebody else will be too, so it’s easy to go to another lone person and start a conversation.

Debbie Carr is a Recruitment Director and agent for professional speakers and can be contacted via the websites.