How to succeed in your career


Career Networking

Networking is often a misunderstood concept.that most people experience. It involves
The development of a strong network requiressaying hello to many people and passing out
making connections that will sustain morebusiness cards but does not include any
than a simple introduction. Thosefollowup. It is an ineffective means to
connections, and the support required toestablish a productive network. How many of
maintain them, are the necessary ingredientsus are turned off by telemarketers or other
to developing a network. An initial meetingindividuals who sell without expressing an
or contact with someone does not establish aunderstanding  of  or interest in our needs?
connection unless there is followup of some
kind. The followup must suggest a genuineMost successful sales situations are
interest in developing a mutually supportiverelationship-based. A relationship requires
relationship.time to build, and more importantly; it
requires integrity, credibility and trust. To
Developing relationships (not just contacts)establish trust and credibility, the
is key to having access to opportunities.salesperson (job-seeker) needs to ask
Expecting people to be eager to listen to aquestions and listen to the answers. You need
"sales job" about your value is decidedlyto show an interest in your audience's needs
different from developing a relationshipor concerns. This rapport-building cannot be
based on mutual needs/interests. Contacts mayaccomplished in 30 seconds, nor can it be
be immediate, but a relationship can beaccomplished  without asking some questions.
established and built only over time.
Credibility and trust are much stronger casesBy identifying your audience's (an individual
to build a relationship on than anor the group's) needs, you can present
instantaneous commercial. The potential tointelligent solutions or responses. By asking
build begins with the first introduction andprepared, thoughtful questions that actually
requires the investment of time and energyproduce meaningful results, or by providing
for followup. The followup and continuedhelpful connections, you are more likely to
contact is a prerequisite to developingimpress the person you are speaking with.
relationships that will support your desireWhen an initial good impression is formed, it
to be remembered. Making "contacts" with nocan be the beginning of a longer-term
followup or genuine interest will most likelyrelationship.
lead to dead ends (and a large collection of
worthless  business  cards).A relationship must be nurtured. It grows
over time. The elements of trust and
Networking events may be in themselvescredibility that you build over time are
intimidating or misleading. Calling an eventreasons for someone to remember you. Your
a "networking opportunity" may createrelationship could potentially lead to your
unnecessary pressure for the inexperiencedmain interest: securing a new position. In
networker. In actuality, all situations orthe mean time, you have established yourself
events that allow interaction with othersas a reliable, concerned, problem solver.
provide the potential for building a network.Isn't  that  a  good  thing?
It is what a person does with the contacts
they make at these events that will lead toNetworking  Tips
something closer to his or her desired
outcome.Ask  questions  and  listen  to the speaker.
It is important to prepare what you will sayIdentify  his  or her concerns or interests.
and to know what your objective is when you
attend an event. Come prepared withOffer  solutions  or  connections.
questions. Identify the settings or
situations that you are most comfortable withImmediately followup with the person by email
and plan your time in advance. Some peopleor  by  phone.
are very comfortable with an informal
setting. Others prefer a structured event.Stay  in  touch!!!
The point is to participate and practice
until you can move on to other, lessIf  you have been referred to a new contact:
comfortable interactions and still succeed in
developing  connections.Copy the referring party on any
correspondence with the new contact. Keep the
A novice networker often indicates a fear ofreferrer  informed  of  your  progress.
not knowing what to say. Although there is
much to-do over inventing a "30 SecondMake sure you have considered your new
Commercial," it is more likely that you willresource carefully and have prepared your
gain more by listening, than speaking. Key inquestions well. If the original contact has
on the speaker's needs. Ask questions. (Theprovided you with inside information, take
more you speak, the less you will learn.) Thethe  time  to  note  it  and  reference  it.
more you learn, the more you can 1) solve
problems for someone and 2) build on yourAsk questions that can be easily understood,
strategy  for  solving  your  own  problems.using open-ended sentences, i.e., "Please
describe,please tell me about, how would
Networking  vs.  Sellingyou....". Be specific in what you are asking.
"Please tell me about your industry" is too
A successful network connection requires avague. "Please tell me what you like most
mutual understanding from the start that itabout  your  industry"  is  more  specific.
is about "what I can do for you" as much as
it is about "what you can do for me."Remember to thank anyone that has taken time
Building a network requires time and ato help you by providing information of any
commitment to helping others. Networking iskind. A thank you goes a long way. A
not just meeting as many people as you canthank-you card is appropriate when someone
with the intent of presenting a "30-Secondactually meets with you in person. [Editor's
Commercial" to them about what you need.note: Here are some Sample Thank-You Letters
Networking requires showing a concern andfor  Job-Seekers.
interest in others that will help build the
credibility and trust that is the mainstay ofStay in touch with your new contacts and let
establishing  an  effective  network.them know you are thinking of them. Send an
article of interest, or even simply update
"Drive-by" networking is often perceived asthem on your progress.
"selling." This is the kind of networking



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