Successful networking involves developing meaningful connections and relationships over time through good listening and finding areas of common interest. It is important to focus on understanding the other person's needs and serving their interests rather than simply promoting your own business. Building trust and maintaining contact on a personal level in addition to discussing business can help forge stronger, longer-lasting professional relationships.
7. Most people have been at a seminar and conference and
encountered the abrupt networker.
8. These people only have an interest in you for the
opportunity to thrust their cards at you, in the hopes that
you will find an opportunity to use their product or service.
9. The receiver is immediately put on the defensive,
because no groundwork for a relationship has been
prepared. Many business people have also encountered
the smooth Networker.
10. In this case, you don’t even know you have been connected;
you simply go away, with card in hand, feeling, “What a nice
guy!” or “What a lovely woman!” These are people who
have mastered networking and all it entails.
12. In reality, networking is about relationships, and like
every other kind of relationship, it requires time and
trust to grow. One interaction is not sufficient to forge
any
real relationship.
13. Rather, the relationship develops over a series of
meetings. That is really the fundamental reason why
people are encouraged to go to professional seminars
and industry conferences: to create relationships that
develop over time.
14. For example, a finance industry recruiter may not recognize
the glittering qualities of a candidate at first meeting, but,
over time, those qualities may come into focus.
16. If you appear to being making contact simply to advance
your own interests, this motivation will be apparent and
will work against your ability to form a true connection.
17. Good listening skills can help you learn what your
contact needs, and how you can help to serve that need.
It doesn’t necessary mean you will be able to form a
business relationship at that moment.
18. Good networkers use their resources to bring other people
together to solve problems and produce good results. If your
connection serves your contact’s interests, he or she will be
open to keeping the relationship going.
20. If your connection mentions golf, and you are also a
golfer, discuss courses you have played.
21. If you originate in the same part of the country, make the
most of these shared experiences.
22. This ability to find points of intersected interest can be a
valuable skill in fields such as financial advisor.
23. Listen carefully to not only what is being said, but also
the context and subtext.
24. Inevitably, you will find something to which you can
relate on a personal basis, and this can later be parlayed
into a trusted business relationship.
25. Successful networking can be accomplished in every
interaction if you maintain an attitude of service.
26. If the contact’s sees value in the interaction with you, he
or she will be more likely to maintain the relationship,
on both a personal and professional level.
27. Ready to make a move? If you are planning to buy an
existing book of business or sell yours, we can help.
28. Our finance industry recruiters are always ready to
accommodate questions and applications.
30. Willis Consulting, Inc.
Los Angeles Office: Corporate Headquarters
719 Yarmouth Road, Suite 203
Palos Verdes Estates, CA 90274
310-373-7400 PST
Scottsdale Office
8970 E Raintree Drive
Suite #300
Scottsdale AZ 85260
New York Office
244 5th Avenue, Suite 1855
New York NY 10001
212-726-2041 PST