What is “Better Networking”?
A cool dozen people have told me over the last two weeks that they are committed to “better networking” in 2013.
When I asked, “What does that mean?” the common response was, “Attend more functions, pass out more cards, push for more business.”
In other words, sell more.
Increased revenue is a goal for every business I’ve ever seen, and selling more is obviously a means to that end. Meanwhile, there is a deeper aspect to networking that some people overlook or forget.
Networking isn’t about selling.
Merriam-Webster defines “networking” as “The exchange of information or services among individuals, groups, or institutions; specifically: the cultivation of productive relationships for employment or business.”
Networking is specifically the cultivation of productive relationships.
That you shake my hand and give me your card does not mean we have a relationship at all, much less a productive one. That I exchange information or services with you one time does not mean we have a relationship, and neither does our being connected through an association or group. We don’t have a “relationship” until there is ongoing conversation, understanding, and respect between us.
So “Better Networking” won’t happen while you are busy passing out business cards and pushing for business—it begins when you put all that aside, reach out, and start building true relationships that are productive in whatever way is agreed upon by both parties.
Think of 3-5 people you’ve meet while networking—people with whom you felt a bit of affinity. Check out their Facebook or LinkedIn Profiles to learn more about them and things you may have in common. Invite them for coffee. Learn about THEM, not just their business. Then find something you can do for them—unrelated to business—and do it.
Become a trusted source, and soon you will have a productive relationship that will work both ways. That’s Better Networking.
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