Читать книгу Business Networking Simplified - Les Garnas - Страница 13

Successful networkers do their homework before every networking encounter. They think about what they want to accomplish and get the information they need to make it a productive meeting that focuses on mutual benefit. The more you know about the interests and needs of your networking partners, the better you can determine how they can help you and what you can do for them. And making that kind of extra effort lets your partner know that you’re a thoughtful and serious networker who is worth developing a relationship with. This leads to a discussion about why and how being specific with your networking partner(s) is to your great advantage.

Which of the following statements would you be most likely to respond to? “I need some networking help, what can you do for me?” Or, “I know you are on an industry-wide task force with the public relations director at (company), and I’d like to get in touch with her about promoting her CEO as an industry spokesperson. The industry needs unified leadership and I think the CEO could provide it. Could you set up a conference call to introduce me to her so I could follow up with a get-acquainted lunch?” The value of the latter approach is this: In addition to demonstrating what you want, why it is important and how it can lead to a beneficial outcome (the CEO becoming an industry leader), you have given your networking partner a specific roadmap of how to approach the public relations director with a “plan” to make the CEO look good, make the public relations director look good, and make your networking partner look good. This approach represents a win-win for everyone. An important side benefit is that once you start meeting people in the CEO’s company, you are likely to network your way into meeting half a dozen key people who surround the CEO as part of her support staff. You also start making a reputation in the company that might well open many doors, subsequently. So being prepared pays dividends.

Now, let’s move away from this specific example, and look at the importance of following thorough, and why it is critically important to always keep working at your networking agenda.