National Networking Week

Less than 6 degrees of separation
2-8 August 2010

AIM's Top 10 Networking Tips

Networking is both an art and a science. Here are our top ten tips for building your networking capability. By Vivienne Anthon FAIM

Tip 1 – Give and You Will Receive

Networking about is about connecting with people and getting to know them without the need for immediate gain. Be a known as a connector and you will be held in high esteem.

Networking is about building a relationship before you need it.

Networking is about generosity. Quite simply, give and you shall receive. If you connect with someone and do something for them, your generosity will be repaid a hundred fold, often when you least expect it and in ways you never dreamt of. That is what Aussie networking expert Robyn Henderson calls the law of reciprocity.

Tip 2 - Be Clear About What Networking Is and What Networking Isn't

Networking is:

• Connecting with others
• Helping and sharing knowledge and contacts with others
• Deciding to find people genuinely interesting and fascinating

Networking is not:

• Promoting or selling goods or services
• Landing a job
• Extracting a donation
• Wrangling funding
• Schmoozing or ingratiating oneself to gain an advantage
• Stalking

Networking is not about who you know – it’s about who knows you!

Tip 3 – Move Out of Your Comfort Zone

You have to make the effort to build on your existing networks which may include business associates, neighbours, family, school friends and university mates, those with similar interests or hobbies, those in not for profits and those in sports groups.

However, networking involves even more effort and moving outside your comfort zone.

• You have to make the effort to get out and about even when you don’t want to.
• You have to make the effort not to cancel a networking opportunity after a hard day at work.
• You have to make the effort to seek out people you don’t know rather than gravitate towards people you do know… Don’t confuse networking “activity” with networking accomplishments – make sure you are making new connections rather than revisiting existing ones.
• You have to put yourself out there without being too out there.

Tip 4 - The Make or Break Handshake

You know the statistics on the tiny amount of time you have to make a first impression – but even knowing that so many of us inadvertently blow the opportunity.

When we speak to a person, we use three communication methods – words, voice/tone and body language. We communicate 55% using body language and 38% using our voice, tone and pitch. Our words account for only 7% of our communication power. Be aware of your body language and understand the power of the handshake.

Both ladies and gentlemen should know how to offer and receive a hand shake. You should:

• Extend the hand with the thumb up
• Have a firm (neither bone crushing nor dead fish) grip where the web of thumbs meet – web of thumb to web of thumb
• Appreciate that two or three pumps of the hand is considered a proper handshake.

Tip 5 - Always Have An Introduction Planned

Prepare an introduction for yourself that you like and can say easily. Your introduction should be 10 to 20 seconds at most and should include three things –

• Your name
• How you fit into the situation
• What you can do for others.

I’m Julie Brady. I work with Integrity Receivables and we help companies receive prompt payment for goods and services provided.

I’m John Dunne, I’m Director of Business Development at Queensland Mobile Homes. We provide transport solutions for people who want to see Australia at their own pace.

The words help, provide, contribute, give, serve, teach and solve are important here. If your introduction is successful, it will invite discussion. If it shuts down conversation, you may need to rework it.

It is harder than you think to develop a succinct and meaningful introduction but once you’ve developed it - you have an essential tool at your disposal!

Read tips 6-10 >>

You may distribute this content for networking and educational purposes. Please quote author Vivienne Anthon and source Australian Institute of Management (www.aim.com.au)