It's Not What You Know...

... It's who You Know

This is a line I have heard constantly over the past couple of months. It seems to be appearing in every conversation I have, and every presentation/talk I listen to. Maybe it is time to take note of this and to really put it into practice.

Networking is an extremely vital and important part of charities and fundraising. The more people you reach out to, the more chance you have of succeeding.

In an online magazine I have been reading: Brass, they list 6 key points they recommend you take note of in order to be effective in collecting contacts.

 

- Conquer your fear.

- Know how to shmooze.

- Find common ground.

- Pitch your idea.

- Have a business card.

- Follow up.

 

One of the hardest things is making that initial leap to actually interact with somebody, especially if they are a stranger. I have found it useful to ask other people around me if they know anything about my 'target' person. By doing this, I can gather information on them and it makes them think I have a keen interest when I am knowledgeable. It also gives me the opportunity to find something in common. As Brass have said, if you find common ground with somebody, they are much more likely to remember you and ask you questions about yourself, which you can then guide the conversation into your field of interest/work and hand a business card out.You have to try and show your contact that you are able to benefit them as well as them being an asset to you.

In my opinion, even if a person doesn't seem to be appropriate in what/who I am looking for, saving them as a contact could prove useful in the future as they may remember you and pass your details on to somebody else.

The chance to network could appear anywhere, you don't have to be actively looking for contacts, but talking to people about what you are doing really helps. I have been standing in a bus stop and started chatting to a man who knew somebody on the Photography course at Staffordshire University, so I looked in to it; and here I am. The amount of people I have met and my network of contacts is incredible and without talking to this man, none of this may have been possible or even crossed my mind.

A effective and highly sought after network of contacts isn't going to appear overnight, so I have to start now and build up gradually as the years go on. 

Just to compare 2 completely different sectors, I have been reading London's HR Connection website. They have a whole section on the importance of Networking and how it is beneficial. The key points that they list are the same as what Brass have noted as important. This proves that no matter what sector you are in, or what your reason is for networking; the same approach applies for everybody and it is a crucial part of every successful person.

1. Research – depending upon your overall objectives, you should do your homework to ensure that you’re in the right room with the right people. Ask for the guest list beforehand and do some internet research to familiarise yourself with the people and companies they represent. If the content and guest list looks interesting, why not invite a colleague or client along too?
   
2. Rehearse – prepare some conversation lines if you’re worried about ‘sticky silences’. Try offering two topic choices, e.g. ‘do you know many people here or are you a newcomer like me?’ If they know lots of people, they can introduce you or if they’re new too, you could offer another open question or information about yourself, e.g. ‘I came here because I live around the corner and thought I might meet some fellow HR managers’.
   
3. On arrival – take a quiet moment to review the attendee list, observe the room and notice the different groupings of people. If there’s someone in particular that you’d like to meet (but don’t know), ask the host if they are able to introduce you. If you feel uncomfortable, break yourself in gently by chatting to a few people around the refreshment table.
   
4. Body language – think about your posture, levels of eye contact, facial expressions and your handshake. These all influence peoples’ perception of you and give off signals as to how confident and engaged you are. The key to good networking is establishing rapport, do that by listening and showing the other person that you’re listening.
   
5. Follow-up – as soon as you leave, begin thinking about how you’ll follow-up new contacts. Take a few notes on who you met, their interests and how you might add value to them – did you promise to send them an article or introduce them to one of your contacts? Ensure you follow up within three days of the event.

(Heather White: Smarter Networking Ltd)

Suggested reading for becoming more confident at Networking is Heather White's book: Networking for Business Success - Quick Tips for Busy People

And employee of the month goes too....