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Do you want to grow your business? Do you want to find
new customers? If you answered yes to either of these
questions, one important strategy to implement is
networking.
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Networking is a
sharing of information in a continuous building
process. Keep in mind that networking is a two-way
street of giving and receiving. A successful network is
developed over months and years.
One of the best
examples that drove the point home for me was that of a
high profile purchasing manager for a large toy
manufacturer who lost his job in a company
restructuring. He began to call the contacts in his
network. About fifty percent of his contacts were more
than willing to share resources, while the other half
assumed that since he was no longer in a position of
authority it wasn't necessary to return his calls.
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The
unemployed purchasing manager soon became employed in a
similar position for an equally large company. In his
new position he purchased different components but had
the opportunity to buy from many of the individuals in
his original network. He was surprised that some
individuals were so short-sighted in their thinking. As
he began to negotiate new purchasing contracts, he chose
to buy only from vendors who had taken the time to
return his calls.
In September 2000, I
decided to start my professional speaking business on a
part-time basis. As I sat down and reviewed the
speaking engagements I have had, I realized that every
presentation was the direct result of networking. I
have built this network over the past twenty-five
years. When I am talking with any friend, former
colleague or classmate, I am listening to what they have
to say and constantly thinking of ways to share
information. In some cases it is sharing resources,
leads or even forwarding an article of interest to that
individual.
It is important to
realize that when others are sharing information, ideas,
resources, referrals, leads and their time with us, we
need to thank them properly. I make it a habit to
follow up with personal hand-written notes or e-mails.
This reflects the idea of networking being a two-way
street.
Networking
opportunities are present everywhere. These
opportunities can range from your professional
affiliations, to your chamber of commerce, to your
child's social activies, to your volunteer and college
alumni functions. You can also find new opportunities
by staying current with the business changes in your
target markets. The local newspapers and business
publications provide details of company expansions,
closures and staff changes.
As you begin to grow
your network, remember to take information and take the
time to thank those individuals who have helped you
along the way. Networking is a two-way street and now
you are ready for success.
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