THE LAWS OF NETWORKING

“Networking is about what you can give, not what you can get.”

That statement may sound strange when we encourage people to network to find new business.  If we focus solely on what we can gain from networking, we are not being authentic networkers. In the marketplace, 87% of business is generated through networking.  Yet we neglect networking and don’t necessarily see it as a vital part of business development. 

People want to deal with people they know, like and trust.

Since the early history of man, introductions were made.  Humans have always been social creatures and this led to introductions of all kinds.  Today the same introductions are happening.  If we look at the scenario of moving house, just the number of people you would need to engage and communicate with (i.e. real estate agent, settlement agent, bank, insurance, maintenance, furniture removalist, carpet layers, plumbers, neighbours) will demonstrate how we network.  We need to find these people to help us get what we want.

Networking is a life skill, not just something you do when you want something.

Yet, when it comes to business networking some of us freeze, or find it difficult.  The word “networking” conjures all sorts of feelings; mainly fear and rejection.  The fear of rejection or failure for some can be paralyzing.

These feelings stop some people from networking.  In effect, by not overcoming these feelings, we are missing out on the cheapest and the most effective form of marketing.

Networking doesn’t need to be daunting, in fact, some people find it rewarding and fun.

Everyone networks, it just depends on whether they do it well or not.  The way we approach networking will impact the way our peers, members (or prospective members) see us.  If we are authentic networkers, and people like and trust us, they will refer us into their network.

In order to be an authentic networker we must:

1. Give without expecting to get something back.  This is the basic principle of helping  others without expecting anything in return by, providing them with a piece of information or assistance that will aid them in achieving their goal/s.  Think about what you have to offer.  Perhaps you can help others in terms of mentoring, putting them in touch with reputable suppliers, working on community projects together, sharing latest ideas on hot topics etc.

2. Understand the principle of reciprocation.  What you give out will come back to you (what goes around, comes around).  There is an unwritten law that if someone does something for you, you are in debt to them and you feel compelled to repay.

Ivan Misner says; “Master networkers give without remembering and receive without forgetting.”

About the author: Anna Zammit is a recognised Sales Trainer and Master Coach, with over 20 years of sales experience in direct marketing and sales, retail and corporate sales. Anna is the Managing Director of Xsell, a company that provides sales training and coaching. Contact Anna at anna.zammit@xsell.net.au 

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